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COPYRIGHT  1914 

BY 

JOHN    A.    LEE 
CHICAGO 


CANNED    FOODS 


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B    U    y|     W    (sell 

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statistical  and  Practical  Information  about  the 

CANNING    INDUSTRY 

By   JOHN    A.    LEE 

A  practical  book  written  by  a  practical  man  for 
the  use  of  other  practical  men 

PUBLISHED    BY 
"THE  Canning  TRADE"   (The  Journal  of  the  Industry)         g 
Baltimore,  Maryland  g 

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RESPECTFULLY  DEDICATED  TO 

The  National  Canners'  Association 

The  National  Wholesale  Grocers'  Association 

The  Southern  Wholesale   Grocers'  Association 

The   National   Canned  Food   and   Dried   Fruit 
Brokers'   Association 

The  Grocery  and  Canning  Trade  Press 
OF  THE  UNITED  STATES 


3S9423 


PREFACE 

Several  years  ago  I  began  to  write  and  manifold  a  series  of 
lectures  for  the  information  of  about  one  hundred  traveling  and 
city  salesmen  employed  by  a  large  wholesale  grocery  house.  For 
this  house  I  was  then  a  department  manager  and  buyer. 

Some  copies  of  these  lectures  were  sent  to  personal  friends. 
Soon  requests  for  the  series  began  to  be  received  from  them  and 
their  friends. 

I  then  printed  on  a  multigraph  several  hundred  sets  of  the 
series  and  distributed  them  to  those  wholesale  grocers  who  sub- 
scribed for  them.  Apparently  this  did  not  satisfy  the  demand^ 
as,  since  then,  I  have  had  numerous  requests  for  the  series  and 
suggestions  that  they  be  published  in  book  form  at  a  more  pop- 
ular price.  These  suggestions  I  concluded  to  adopt,  hence  this 
book. 

The  book  contains  much  more  matter — and  more  valuable 
matter — than  the  series  of  lectures,  for  I  have  broadened  my  in- 
vestigations and  added  to  my  experience  since  the  lectures  were 
first  written.  That  in  the  lectures  which  seemed  good  I  have  re- 
vised carefully  in  the  light  of  my  wider  experience. 

I  have  also  added  to  the  book  statistical  and  practical  in- 
formation— such  information  as  I  at  times  have  greatly  needed, 
and  which  I  had  much  difficulty  in  securing  and  keeping  con- 
venient for  reference  in  a  compact  form. 

I  have  not  attempted  to  write  a  scientific  book,  as  it  is  not  in- 
tended to  teach  manufacturers  how  to  prepare  canned  foods. 

It  is  intended,  however,  to  inform  canners  how  their  prod- 
ucts are  marketed  and  distributed  and  what  qualities  are  desir- 
able and  salable. 


Since  I  wrote  the  series  of  lectures  I  have  been  in  the  canned 
food  brokerage  business,  and  was  chosen  by  the  canners,  grocers 
and  brokers  of  the  United  States  to  manage  *^  National 
Canned  Foods  Week  (1913).'' 

My  point  of  view  is,  therefore,  broader.  More  than  this,  my 
appreciation  of  the  great  industry  which  puts  the  June  garden 
into  the  January  pantry,  and  preserves  the  food  supply  of  the 
world,  in  times  of  abundance,  to  feed  its  people  in  times  of  scar- 
city, is  widened.  I  have  tried  to  crystallize  that  enlarged  view  and 
that  appreciation  in  my  re\dsion  of  the  lectures  and  in  the  added 
material. 

I  hope  that  my  thirty-five  years  of  experience  as  a  merchant 
and  as  a  buyer  and  seller  of  canned  foods  have  qualified  me  to 
impart  something  of  benefit  to  my  co-workers. 

There  are  many — very  many — ^who  know  as  much  (or  more) 
about  the  subjects  treated  as  myself,  but  who  have  never  had  the 
time  to  put  their  knowledge  into  compact  form  for  publication. 
To  that  class  I  present  my  apologies  and  assurances  of  esteem, 
with  the  hope  that  the  volume  may  contain  for  them  some  remi- 
niscences and  prove  convenient  as  a  book  of  reference. 

The  Author. 


For  List  of  Contents  See  Back  of  Book. 


10     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


CHAPTER  I. 

THE  BUYER. 

Volumes  have  been  written  about  salesmen,  and  salesmanagers, 
and  upon  the  subject  of  salesmanship. 

Little  has,  however,  been  written  about  buyers  or  the  buying 
methods  of  a  business. 

There  is  a  verse  in  the  Bible  [Prov.  20-14],  which  describes  a 
cunning  and  boastful  buyer,  viz. :  *'It  is  nought,  it  is  nought,  saith 
the  buyer;  but  when  he  is  gone  his  way,  then  he  boasteth." 

This  method  of  depreciating  an  article  offered  for  sale  is  still 
practiced,  as  well  as  the  boasting  of  the  buyer  after  the  goods  have 
become  his. 

If  one  were  to  attempt  to  describe  methods  and  manners  used 
in  buying,  or  even  to  classify  buyers,  he  would  have  an  interminable 
task.  No  two  buyers  are  precisely  alike  in  their  methods,  and  all  are, 
to  some  extent  at  least,  different  each  from  the  other.  The  best  one 
can  do  is  to  describe  a  few  types,  not  for  the  purpose  of  ridicule  or 
idle  discussion,  but  that  all  may  be  benefitted,  and  then,  if  pos- 
sible, to  fix  certain  rules  or  methods  used  by  the  highest  type,  i.  e., 
by  ideal  buyers,  as  standards  to  follow. 

A  cunning  and  egotistical  buyer,  who  followed  the  method  de- 
scribed by  the  verse  quoted  from  the  Bible,  would,  in  these  modern 
times,  be  regarded  as  ignorant,  unfair,  undignified,  untruthful  and 
dishonest.     He  would  also  be  considered  as  conceited. 

Sellers  would  soon  begin  to  ignore  and  avoid  such  a  man,  and 
instead  of  finding  sellers  seeking  him,  he  would  have  to  seek  oppor- 
tunities to  buy.  His  usefulness  as  a  buyer  would  thus  have  departed, 
for  there  would  be  no  seller  so  poor  as  to  do  him  reverence. 

The  buyer  who  is  arrogant  or  insolent  to  those  who  call  upon 
him,  or  inconsiderate  of  their  convenience,  or  who  wastes  their  time 
by  giving  attention  to  trivial  matters  of  detail  while  keeping  them 
waiting,  is  unwise.  He  will  gradually  but  surely  lose  the  respect 
of  sellers.  His  competitors,  who  treat  commercial  travelers  or  brokers 
fairly,  courteously,  candidly  and  patiently,  and  who  deport  them- 
selves modestly,  will  secure  friendship  and  respect,  and  will  get  all  the 
bargains  and  good  trades. 

The  success  of  a  business  rests  largely  upon  the  temperament 
and  character  of  its  buyers,  and  the  importance  and  profitable  fea- 
tures of  the  various  departments  in  a  house  are  frequently  statistically 
photographic  of  the  methods  of  the  buyers  in  charge. 

If  a  buyer  is  unfair,  discourteous,  inconsiderate,  and  arrogant 
with  those  of  whom  he  buys,  his  manner  will  be  similar  toward  those 
whom  he  depends  upon  to  sell  the  goods  for  him,  and  it  will  usually 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  ii 


be  found  that  a  buyer  who  has  not  the  confidence,  respect  and  friend- 
ship of  sellers,  is  unpopular  and  is  disliked  by  his  salesmen.  Such  a 
combination  spells  ruin  and  failure,  for  his  salesmen  are  averse  to 
working  with  him  and  do  not  enter  upon  their  duties  with  zeal  and 
■enthusiasm. 

There  is  no  more  trying  and  wearing  position  than  that  of  a  de- 
partment manager  and  buyer  for  a  large  house.  He  is  held  respon- 
sible not  only  for  the  careful  purchasing  of  the  proper  goods,  but 
also  for  their  prompt  sale;  and  he  must  personally  attend  to  an 
enormous  amount  of  detail.  From  this  no  assistant,  stenographer  or 
clerk  can  relieve  him.  To  sit  patiently  as  some  buyers  do,  for  eight 
or  ten  hours  a  day,  listening  to  the  endless  and  tireless  importunities 
of  sellers,  four-fifths  of  whom  they  cannot  patronize,  is  soul-wearying 
and  body,  nerve  and  mind  torturing.  Yet,  to  play  the  game,  buyers 
must  treat  sellers  considerately  and  give  each  an  audience. 

A  buyer  cannot  continue  many  years  in  such  employment  with- 
out detriment  to  his  health  and  without  shortening  the  years  of  his 
life. 

A  buyer  who  is  untruthful  is  one  of  the  most  despicable  of  his 
class.  He  should  consider  how  quickly  he  himself  learns  to  despise 
and  ignore  a  liar,  among  the  sellers  who  call  upon  him. 

A  buyer  who  is  in  the  habit  of  making  unreasonable  and  unfair 
claims  is  more  injurious  to  his  house  and  its  interests,  in  these  days 
of  modern  business  methods,  than  is  a  reputation  for  slow  pajmient. 

It  would  surprise  the  proprietors  of  some  houses,  and  the  buyers 
themselves,  to  know  to  what  an  extent  brokers  are  instructed  not 
to  offer  goods  to  certain  houses,  at  any  price,  or  on  any  terms,  be- 
cause of  their  habit  of  unfair  rejections. 

And  now  for  the  ideal  buyers — and  there  are  many  of  them.  I 
have  in  my  mind  many  such  to  whom  that  term  and  such  a  descrip- 
tion will  aptly  apply. 

A  buyer,  to  be  ideal,  should  be  fair,  courteous,  and  considerate. 
He  should  have  his  temper  under  such  control  that  he  at  all  times 
will  appear  dignified  and  attentive. 

He  should  be  prompt  and  quick  and  positive  in  his  decisions  in 
buying,  in  declining  to  buy,  or  in  suggesting  that  the  offerings  be 
called  to  his  attention  again,  after  he  has  investigated  the  market. 

He  should  not  ask  that  unreasonable  offers  be  made,  as  he  thereby 
himself  loses  prestige  and  he  also  hurts  the  salesman  in  the  estima- 
tion of  his  principals. 

In  accepting  or  rejecting  goods  he  should  be  fair,  making  due 
allowance  for  unimportant  and  unavoidable  variations  in  quality  be- 
yond the  control  of  the  manufacturer. 


12  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


He  should  "put  himself  in  the  other  fellow's  place"  and  look  at 
the  matter  from  both  sides  before  rejecting  goods.  This  requires 
that  he  be  always  ready  and  willing  to  arbitrate. 

He  should  be  careful  to  take  and  keep  exact  and  accurate  signed 
memoranda  of  offers  or  purchases,  and  he  should  insist  that  the 
seller  be  furnished  with  a  copy  or  duplicate. 

He  should  not  permit  his  time  to  be  wasted  by  social  conversation 
or  by  frivolities;  he  should  see  that  sellers  receive  prompt  attention, 
and  he  should  be  regardful  of  their  time  as  well  as  of  his  own. 

He  should  prepare  for  himself  a  litany  something  like  the  follow- 
ing, and  he  should  repeat  it  devoutly  each  morning  before  beginning 
his  day's  work,  viz. : 

From  the  blackguard  and  indecent  storyteller,  good  Lord  deliver 
me! 

From  the  liar  and  braggart.  Lord  preserve  me ! 

From  the  temptation  to  speculate,  good  Lord  deliver  me! 

From  the  man  who  wants  to  confide  his  troubles  to  me.  Lord  pre- 
serve me! 

From  the  man  who  has  memorized  his  story  and  insists  upon  re- 
peating it  to  me  like  a  parrot,  good  Lord  deliver  me ! 

From  the  man  who  wants  to  relate  his  autobiography  to  me  and 
to  try  to  claim  relationship  with  me,  Lord  preserve  me ! 

From  the  man  who  gives  away  poor  cigars  and  insists  that  I 
light  them,  Lord  preserve  me ! 

From  the  man  who  doesn't  know  his  own  goods  and  thinks  he 
does,  Lord  deliver  me ! 

From  the  man  who  thinks  that  mere  persistency  and  tenacity 
will  sell  goods  without  their  being  backed  up  by  information  and 
intelligence,  please.  Lord,  preserve  me! 

From  the  man  or  woman  who  tries  to  sell  me  goods  not  needed 
or  not  suitable,  because  of  relationship  or  personal  friendship,  sym- 
pathy or  need.  Lord  deliver  me ! 

Help  me.  Lord,  to  be  steadfast  to  my  trust  and  firmly  to  resist 
all  temptation.     Amen." 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.     13 


CHAPTER  II. 

A  BRIEF  HISTORY  OF  CANNED  FOODS. 

More  than  one  hundred  years  ago,  in  1795,  a  French  scientist, 
Nicholas  Appert,  discovered  that  fresh  food  hermetically  sealed,  and 
sterilized  by  exposure  to  a  high  degree  of  heat,  would  keep  fresh, 
sweet  and  wholesome  for  years.  That  started  the  industry  of  can- 
ning foods  in  times  of  abundance  to  be  used  in  times  of  scarcity. 

Before  that  discovery  enormous  quantities  of  food  were  allowed 
to  waste  and  rot  because  men  did  not  know  how  to  save  it  and  to 
supply  it  to  millions  of  people  elsewhere  in  the  world  who  were  starv- 
ing for  the  need  of  it. 

All  that  is  changed  now,  and  there  is  very  little  of  the  wicked 
and  foolish  waste  that  then  prevailed.  Wherever  there  is  a  surplus 
of  fresh  food,  a  cannery  is  to  be  found ;  and  the  food  is  put  into  cans, 
cooked  in  the  cans  by  steam  heat,  and  kept  good  for  years. 

There  is  nothing  secret  in  the  process  of  canning  food.  Nothing 
whatever  is  used  but  the  power  of  heat  to  sterilize  and  prevent  fer- 
mentation.   Preservative  drugs  or  other  preparations  can  not  be  used. 

They  would  be  worse  than  useless,  as  they  would  destroy  the 
natural  flavor.  Both  would  be  illegal  and  would  subject  canners  to 
prosecution,  and  the  goods  to  confiscation  and  destruction  under 
United  States  law  and  the  laws  of  the  various  States.  The  label  must 
tell  the  truth.  Nothing  is  needed  or  used  in  preparing  canned  foods 
but  "cooking  in  the  can." 

This  discovery  of  canning  by  heat  and  the  development  of  the 
industry  are  some  of  the  greatest  boons  ever  given  by  Providence  to 
mankind.     It  puts  the  June  garden  into  the  January  pantry. 

It  places  the  fresh  fruits  of  the  tropics  on  the  table  of  the  Lap- 
landers, and  fresh  salmon  from  the  Behring  Sea  upon  the  bill  of  fare 
of  Havana  hotels. 

The  modern  cannery  is  more  sanitary  than  a  dainty  woman's 
kitchen,  because  it  is  constructed  on  strictly  sanitary  principles  and 
kept  clean  by  the  use  of  hot  water  and  live  steam.  The  contents  of 
the  cans — tomatoes,  peas,  string  beans,  fruits  of  all  kinds — are  gath- 
ered when  at  the  proper  maturity  or  ripeness,  in  the  vicinity  of  the 
canneries  where  grown,  and  are  washed,  cleaned,  and  prepared  almost 
altogether  by  machinery  without  being  touched  by  hands. 

Being  packed  fresh  near  the  gardens,  orchards,  waters  and  farms, 
canned  vegetables,  fruits,  fish,  sardines  and  meats  have  the  tenderness 
and  fine  flavor  which  is  not  retained  by  such  articles  when  they  are 
shipped  long  distances  and  openly  exposed  to  the  air  or  to  dust,  odors 
and  decay. 


14  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Then  the  convenience  of  canned  foods  is  so  pleasant.  No  wash- 
ing, cleaning,  peeling,  scaling,  stringing  or  cooking  is  necessary.  Most 
canned  foods  are  ready  for  use  "right  out  of  the  can."  Some  require 
heating  and  seasoning.  Fruits  do  not  even  require  that  much  prepara- 
tion.   They  are  nearly  all  "ready  for  use"  instantaneously. 

A  great  variety  of  canned  foods  is  now  available  at  every  retail 
grocery  store,  enabling  a  family  to  prepare  at  a  moment's  notice  a 
meal  not  to  be  excelled  in  quality  at  the  finest  restaurant  or  by  the 
finest  cooks. 

All  the  following  kinds  of  canned  foods  are  now  purchasable  at 
moderate  prices  at  retail  groceries.  They  represent  an  industry  of 
world  wide  economy,  viz. : 

Vegetables — Asparagus,  Lima  Beans,  Pork  and  Beans,  Green 
String  Beans,  White  Wax  Beans,  Red  Kidney  Beans,  Beets,  Carrots, 
Corn,  Okra,  Peas,  Pumpkin,  Sweet  Potatoes,  Sauer  Kraut,  Spinach, 
Succotash,  Tomatoes,  Mushrooms,  Cucumbers,  Pie  Plant,  Squash,. 
Hominy,  Olives,  Dandelions,  Cauliflower. 

Fruits — Apples,  Apricots,  Blackberries,  Blueberries,  Figs,  Cher- 
ries, Crabapples,  Grapes,  Gooseberries,  Loganberries,  Peaches,  Pears, 
Pineapple,  Prunes,  Plums,  Raspberries,  Strawberries,  Apple  Butter, 
Apple  Sauce.  ' 

Fish — Clam  Chowder,  Clams,  Codfish,  Lobsters,  Oysters,  Mack- 
erel, Herring,  Salmon,  Sardines,  Tuna  Fish,  Green  Turtle,  Terrapin 
Shrimps,  Crabs,  Fish  Roe,  etc. 

Meats — Deviled  and  Potted  Ham,  Tongue,  Sliced  Dried  Beef,. 
Mutton,  Veal,  Corned  Beef  Hash,  Sausages,  Chile-Con-Carne, 
Tamales,  Boned  and  Potted  Chicken. 

Sundries — Soups  of  all  kinds,  Condensed  Milk,  Spaghetti,  Maca- 
roni, Plum  Pudding,  Oatmeal,  Mincemeat,  etc. 


CHAPTER  III. 

CLEAN—  ECONOMICAL— W^HOLESOME. 

A  dainty  housekeeper  likes  to  know  that  the  food  she  puts  upon 
her  table  is  clean. 

Before  vegetables  or  fruits  are  packed  in  tin  cans  they  are  brought 
fresh  from  the  fields  (which  are  usually  nearby),  carefully  washed 
and  prepared  with  plenty  of  hot  and  cold  water,  and  then  put  into 
the  cans. 

The  bright  new  tin  cans  are  carefully  washed  by  a  machine  that 
rinses  them  out  with  hot  water  and  steam  so  that  no  dust  or  foreign 
substance  can  remain  inside. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  15 


Modern  canneries  are  equipped  with  sanitary  floors  and  drainage, 
and  are  thoroughly  washed  with  hot  water  and  live  steam  after  each 
day's  work.  All  waste  or  debris  is  carted  away  to  be  used  to  fertilize 
the  fields. 

Most  of  the  preparation  is  done  by  automatic  machinery.  Peas 
in  canning  are  never  touched  by  human  hands.  Tomatoes  are  peeled 
by  hand,  as  no  machine  has  ever  been  invented  that  will  do  that  work. 
Corn  is  pulled  from  the  stalk  by  hand,  but  is  husked  by  machinery  and 
is  not  again  touched.  Even  the  labels  are  put  on  the  cans  by  a 
machine. 

Most  fruits  are  peeled  by  machine,  and  thorough  and  absolute 
cleanliness  is  not  only  insisted  upon  in  modern  canneries,  but  is  es- 
sential, for  canners  well  know  that  the  packing  of  any  but  strictly 
fresh  and  cleanly  vegetables,  meats,  fish  and  fruits  would  be  unwise 
and  unprofitable. 

Canned  foods  are  wholesome — ^absolutely  so.  They  are  pro- 
tected from  contamination,  dust,  dirt,  odors  and  foul  air  by  being 
sealed  in  air-tight  cans. 

Nothing  whatever  is  used  in  canning  except  heat,  which  is  the 
great  natural  sterilizer.  Canned  fresh  foods  are  sealed  and  cooked  in 
the  cans  and  subjected  to  a  heat  of  from  220  to  260  degrees,  Fahren- 
heit, after  the  cans  are  sealed.  Consequently  they  need  but  little,  if 
any  cooking,  when  the  cans  are  opened.  Warming  the  can,  before 
opening,  in  hot  water,  is  usually  sufficient. 

No  preservatives,  no  antiseptics,  no  drugs,  nothing  but  heat  is 
used ;  sometimes  sugar  or  syrup  or  a  little  salt  is  added,  but  that  is  to 
make  the  goods  palatable,  not  to  preserve  them. 

Nothing  but  heat  is  necessary.  It  is  a  reliable,  cheap  and  whole- 
some preservative,  and  no  canner  ever  thinks  of  using  anything  but 
pure,  simple  heat  with  which  to  sterilize  his  canned  foods.  He  would 
be  foolish  to  use  chemical  preservatives.  It  would  be  illegal  and  is 
prohibited  by  both  United  States  and  State  laws.  Besides,  it  would 
cost  more  and  be  less  reliable,  should  he  attempt  to  use  any  othei 
method  than  heat.  Consequently,  canned  foods  are  the  most  whole- 
some foods  known. 

When  one  eats,  the  food  selected  should  be  nutritious  and  have 
the  power  to  support  life  and  health.  There  are  no  foods  more  nutri- 
tious than  canned  meats,  fish,  vegetables,  fruits,  soups,  etc.  They 
are  far  more  so  than  foods  in  other  forms  or  than  cold  storage  products 
because  the  natural  flavor,  succulence  and  appetizing  features  are 
retained ;  those  qualities  go  into  the  tin  container  and  stay  there  until 
the  can  is  opened. 

Now  for  the  great  problem  of  the  day.  Canned  foods  are  economi- 
cal. In  these  days,  when  salaries  and  wages  remain  as  formerly,  and 
when  the  purchasing  power  of  the  dollar  has  so  greatly  decreased, 


t6  how  to  buy  and  SELL  CANNED  FOODS. 


and  in  addition,  because  the  demand  for  food  exceeds  the  supply,  foods 
have  moved  gradually  higher  and  higher  and  the  cost  of  living  has, 
with  many,  become  a  serious  problem.  Here  is  a  comparison  of  the 
retail  prices  of  food  of  the  same  equivalent  values  on  this  day,  Sep- 
tember 1st,  1913,  in  the  Chicago  market,  where  this  chapter  was 
written,  viz. : 

Half  dozen  eggs $  .16 

The  equivalent  of  1  No.  2  can  of  corn $  .10 

Half  peck  apples 20 

The  equivalent  of  i  No.  3  can  of  apples .10 

One  pound  rib  beef 22 

The  equivalent  of  1  No.  1  can  of  salmon .15 

Half  peck  sweet  potatoes 20 

^        The  equivalent  of  1  No.  3  can  sweet  potatoes  .12 

Totals $  .78        $  .47 

These  prices  are  for  the  very  best  qualities  of  canned  foods,  are 
made  on  just  a  few  items,  for  lack  of  space,  and  the  comparison  as 
equivalent  value  is  fair  and  reasonable.  Note  the  enormous  saving! 
The  difference  is  between  47  cents  and  78  cents,  and  this  comparison 
can  be  carried  through  the  line  of  canned  foods  practically.  Nearly 
forty  per  cent,  of  money  saved,  and  the  canned  foods  are  prepared  and 
ready  for  use. 

The  secret  of  the  comparatively  far  cheaper  price  of  canned  foods 
as  contrasted  with  cold  stored  or  dried  foods  is  that  they  are  canned 
at  the  places  where  grown  in  times  of  greatest  abundance  without 
waste  from  rot  or  spoilage,  and  without  shrinkage  from  evaporation. 
After  canned  foods  are  in  the  cans,  it  costs  but  little  to  carry  or  keep 
them  as  they  are  dependable  and  will  remain  until  used  just  in  ordi- 
nary storage. 


CHAPTER  IV. 

CANNED  PEAS. 

This  vegetable  is  the  third  in  importance  for  canning  purposes 
in  the  United  States  and  one  of  the  great  canned  food  staples.  Peas 
are  of  great  historical  antiquity  and  have  been  cultivated  from  time 
immemorial — having  been  traced  back  in  the  history  of  the  world 
until  the  time  when  the  records  of  mankind  are  forever  lost. 

It  has  not  been  many  years  since  canned  peas  were  chiefly  im- 
ported from  France  and  regarded  as  a  luxury.  Beautifully  graded 
as  to  size,  tenderness  and  beautifully  green  from  the  use  of  salts 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.      17 


of  copper,  they  were   good  to  look  upon   but  about  as   free   from 
natural  flavor  as  it  would  be  possible  to  make  them. 

The  pure  food  laws,  requiring  all  coloring  matter  used  to  be 
named  on  the  label  or  entirely  prohibiting  it,  have  ruined  the  French 
or  imported  pea  business ;  and  beside  our  domestic  product  of  natural 
color  is  of  superior  quality  to  the  imported,  and  the  color  was  all 
that  sold  the  imported  peas. 

The  packing  or  canning  of  peas  is  of  wide  extent  as  an  industry  in 
the  United  States.  The  plant  is  hardy  and  of  general  growth;  but, 
in  order  to  obtain  tenderness  and  sweetness  of  flavor,  slow  growth 
and  ripening  are  essential,  as  well  as  a  good  soil  and  cool,  moist, 
steady  temperature. 

This  combination  appears  to  be  attained  most  nearly  in  the 
country  surrounding  the  Great  Lakes  of  the  northern  United  States, 
which  accounts  for  the  pre-eminence  of  Wisconsin,  New  York  and 
Michigan  as  well  as  Northern  Ohio  and  Northern  Indiana  as  pea 
canning  sections. 

Great  improvements  have  been  made  in  the  methods  of  pea  can- 
ning in  a  few  years  past.  Picking  by  hand  from  the  vines  and  shell- 
ing by  hand,  most  laborious  and  expensive  methods,  have  been  super- 
seded by  inventive  genius,  and  pea  vines  are  now  cut  with  a  mowing 
machine  like  hay.  Vines  and  all  are  taken  to  machines  called  viners, 
these  thrash  the  peas  out  of  the  pods,  like  wheat  from  a  thresher, 
and  the  graders,  binders,  blanchers,  and  the  regular  machinery  for 
canning  vegetables,  do  the  work  so  automatically  that  it  can  be  said 
that  canned  peas  are  not  touched  by  human  hands  at  all. 

In  planting,  peas  are  either  sown  like  wheat,  broadcast,  or  are 
drilled  in  in  rows.  Fields  are  planted  at  intervals  so  that  the  crop 
will  not  all  mature  at  once. 

Pea  seed  are  of  two  general  types,  namely,  the  smooth,  round 
pea  which  is  known  as  the  Alaska  variety,  the  most  popular  kind  be- 
cause of  its  appearance  and  comparatively  smaller  size ;  and  the  sweet 
varieties,  the  best  known  kinds  of  the  latter  type  being  the  Horsford- 
Advancer  and  the  Admiral. 

Peas  of  the  Alaska  variety,  on  account  of  their  being  more  sightly 
and  of  smaller  size,  are  more  popular  with  those  "who  eat  with  their 
eyes,"  and  who  cater  to  that  practice.  Hotels,  caterers  and  restau- 
rants prefer  them  on  that  account  and  because  they  are  firmer  and 
will  "stand  up"  better  under  hard  cooking  than  the  sweet  varieties. 
The  latter  average  more  of  the  larger  sizes  and,  on  account  of  their 
oval  shape,  will  not  grade  or  look  as  small  as  the  Alaska  variety ;  but 
they  far  excel  the  Alaska  variety  in  tenderness  and  natural  sweetness 
of  flavor. 


i8  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  Alaska  variety  is  usually  of  earlier  growth  than  the  sweet 
varieties,  which  are  several  weeks  later  in  maturing. 

After  passing  through  the  viners  or  separating  hullers,  peas 
are  conveyed  by  belt  buckets  to  the  briner.  This  is  a  large  box  filled 
with  a  salt  water  solution.  In  this  brine  the  firm,  tough  or  hard  peas, 
from  their  specific  gravity,  sink  to  the  bottom  and  are  withdrawn  and 
packed  as  standards.  The  more  tender  peas,  being  lighter  than  the 
salt  solution,  float  on  its  surface  and  are  carried  by  the  blades  of  an 
endless  screw  over  the  edge  of  the  box  into  belt  buckets. 

After  the  briner,  peas  go  to  the  rotary  separators — large  per- 
forated cylinders  which  divide  them  into  the  following  sizes,  viz. : 

No.  1  size,  which  is  9-32  of  an  inch  in  diameter. 
No.  2  size,  which  is  10-32  of  an  inch  in  diameter. 
No.  3  size,  which  is  11-32  of  an  inch  in  diameter. 
No.  4  size,  which  is  12-32  of  an  inch  in  diameter. 
No.  5  size,  which  comprises  all  larger  than  12-32  of  an  inch  in 
diameter. 

Grading  is  not  entirely  uniform  as  to  size,  and  New  York  packers 
run  their  sizes  a  little  larger  than  Wisconsin  and  Michigan  packers  do. 

After  leaving  the  graders,  the  shelled  peas  are  carried  through  a 
line  of  cleaning  machines  and  washers  over  a  packing  belt,  past  a  line 
of  women,  who  remove  blacks,  yellows,  or  broken  peas  or  pieces  of 
vines,  pods  or  leaves,  and  then  through  a  blanching  machine,  which 
operates  as  a  preliminary  cooker  or  exhaust.  From  here  they  go  into 
the  cans,  past  the  cappers  and  sealers,  into  the  processing  kettles  and 
cooking  tanks,  and  thence  to  the  labeling  machines  and  cases,  almost 
untouched  by  human  hands. 

Peas  are  filled  into  the  can  by  an  automatic  machine  which  puts 
into  each  can  an  equal  quantity,  and  a  syrup  composed  of  filtered 
water,  salt  and  granulated  sugar. 

New  York  packers  are  experienced  and  exceedingly  careful  in 
canning  peas.  In  addition  they  grade  the  peas  more  uniformly  and  ac- 
curately, on  the  average,  than  the  packers  of  other  states. 

Wisconsin  is  a  great  pea-packing  State  and  its  pack  usually 
excels  that  of  Michigan  in  style  and  appearance,  owing  to  the  tougher 
skin  of  Wisconsin  peas,  which  prevents  them  from  cracking  or  break- 
ing open  while  going  through  the  process;  but  peas  packed  in  the 
State  of  Michigan  are  highly  esteemed  for  tenderness  and  flavor. 
Southern  grown-peas  are  usually  of  inferior  style  and  flavor. 

The  points  of  excellence  in  canned  peas  are  easily  discernible  by 
aid  of  the  eyes,  the  teeth  and  the  taste,  but  the  defects  require  a  more 
close  and  careful  study.  Clouded  or  muddy  liquor  may  be  due  to  a 
variety  of  causes,  the  chief  of  which  is  overcooking,  or  a  failure  to 
cool  the  cans  quickly  after  the  cooking  in  the  processing  kettles. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.     19 


In  some  seasons,  when  an  unusual  proportion  of  dry  weather  pre- 
vails, peas  contain  more  starch  than  usual,  and  it  is  a  difficult  problem 
to  sterilize  the  larger  size,  particularly  of  the  Alaska  variety,  without 
causing  them  to  burst  and  cloud  the  liquor. 

When  this  excess  starch  is  present,  it  is  made  evident  by  the 
swelling  of  the  peas,  making  a  No.  3  sieve  size  look  like  a  No.  4  sieve 
pea. 

After  the  pea  crop  is  sown  and  the  plants  are  in  bloom  they  are 
"rogned,"  that  is  to  say,  men  pass  through  the  fields  cutting  out  all 
plants  that  bloom  of  odd  color.  In  that  way  the  cans  and  the  seed  are 
kept  comparatively  free  from  mixed  varieties  and  from  black  or  rogue 
peas.    Great  care  is  taken  with  the  growth  and  purity  of  seed  peas. 

Some  packers  state  that  the  blacks  in  canned  peas  are  caused  by 
an  insect  and  that  they  do  not  develop  until  sealed  and  processed; 
others  hold  that  the  peas  have  not  been  properly  rogued  in  the  field 
or  hand  picked  in  the  cannery. 

Ungraded  peas  (all  sizes  in  the  same  can)  are  quite  salable  at  a 
low  price ;  but  beware  of  mixed  peas  when  the  packer  has  not  marked 
his  cans  and  permits  several  grades  to  go  out  not  only  in  the  same 
case,  but  in  diflFerent  cans  under  the  same  label.  Nothing  is  so  ex- 
asperating to  a  retail  grocer  as  to  have  customers  bring  back  cans 
saying:  "They  are  twice  as  large  as  the  first  I  bought  with  the  same 
label."    That  kind  of  a  lot  of  peas  will  cause  more  trouble  than  profit. 

Flat  sours  are  more  frequently  found  in  peas  than  in  any  other 
article  canned.  This  condition  is  very  troublesome,  as  there  is  no 
external  evidence  of  the  cans  being  sour  and  the  proportion  may  run 
very  small  or  irregularly — for  in  sampling  one  may  not  find  the  sour 
cans. 

A  considerable  mushy  sediment  at  the  bottom  of  a  can  of  peas 
is  evidence  that  the  lot  has  been  overcooked  and  a  pea  of  that  de- 
scription is  not  worth  more  than  half  market  value  for  the  grade.  A 
slight  sediment,  not  coupled  with  cloudy  liquor,  is,  however,  of  no  con- 
sequence. 

Never,  never  shake  your  pea  samples  before  cutting.  Don't 
object  too  strongly  to  a  lot  of  peas  because  the  fill  is  not  perfect. 
Tender  peas  shrink  in  processing  and  peas  that  are  not  well  covered 
with  liquor  in  the  can  do  not  usually  process  perfectly. 

The  standards  adopted  for  canned  peas  by  the  Ohio  Canners' 
Association  at  Toledo,  January  13,  1909,  are  as  follows: 

Fancy. — Cans  to  be  well  filled;  peas  covered  with  clear  liquor;  size  uni- 
form; good  flavor,  and  absolutely  tender. 

Extra  Standard. — Cans  to  be  well  filled;  peas  covered  with  clear  liquor  and 
reasonably  tender;   size  uniform;  good  appearance. 

Standard. — Cans  to  be  fairly  well  filled;  peas  may  be  slightly  hard;  liquor 
may  be  more  or  less  cloudy,  but  not  thick;  size  fairly  uniform,  and  the  contents 
must  comply  with  the  requirements  of  the  Natural  Pure  Food  Law. 


20  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


GRADING  AS  TO  SIZE. 

Petit  Pois,  or  size  No.  1 Sieve,  18-64ths  of  an  inch 

Extra  Sifted,  or  size  No.  2 Sieve,  20-64th  of  an  inch 

Sifted,  or  size  No.  3 Sieve,  22-64th  of  an  inch 

June,  or  size  No.  4 Sieve,  24-64th  of  an  inch 

Marrow,  or  size  No.  5 Sieve,  26-64th  of  an  inch 

All  pea  can  labels  should  have  printed  on  them  tried  and  tested 
recipes  for  the  preparation  of  peas.  The  following  recipes  are  of  that 
character. 

Pea  Soup. 

1  can  Early  June  Peas, 

8  teaspoons  sugar, 

J^  cup  cold  water, 

1  pint  milk, 

1  slice  onion, 

2  tablespoons  butter, 

1  teaspoon  salt, 

2  tablespoons  flour, 
yi  teaspoon  pepper. 

Method :  Cook  peas  in  their  liquor,  adding  sugar  and  cold  water, 
and  simmer  twenty  minutes.  Rub  through  a  sieve,  reheat,  and  thicken 
with  butter  and  flour  cooked  together.  Scald  the  milk  w'th  the  onion 
in  it,  remove  the  onion  and  then  add  the  milk  to  the  pea  mixture ;  then 
season  with  salt  and  pepper,  celery  salt  and  paprika.    Serve  hot. 

Pea  Souffle. 
Rub  one  can  of  peas  through  a  strainer  and  add  enough  milk  to 
make  one  pint  in  all.  Cook  together  two  tablespoons  each  of  butter 
and  flour,  and  add  gradually  the  sifted  peas  and  the  milk.  Season 
with  salt  and  pepper  2nd  sugar  and  onion  juice  if  desired.  Add  the 
well  beaten  whites  of  two  eggs,  pour  into  buttered  molds,  and  steam 
or  bake  in  a  pan  of  water  until  firm  in  the  center.  Turn  out  of  the 
molds  before  serving.    Serve  as  a  vegetable  with  meat  and  potatoes. 

Glazed  Carrots  With  Peas. 

Take  three  medium  sized  carrots,  wash,  scrape  and  cut  in  cubes 
or  fancy  shapes,  parboil  15  minutes,  then  drain.  Add  to  the  carrots 
one-quarter  cup  butter,  two  tablespoons  sugar,  one  tablespoon  finely 
chopped  fresh  mint  leaves.  Cook  slowly  until  glazed  and  tender. 
Kcat  one  can  peas  in  liquor  for  five  minutes,  then  drain,  and  season 
with  butter,  salt  and  pepper. 

Mount  the  peas  on  a  hot  dish  and  surround  with  glazed  carrots. 
May  combine  peas  and  carrots  before  placing  on  serving  dish. 

Creamed  Peas  and  Salmon. 

(Good  to  serve  for  supper.  Serve  on  buttered  toast  or  on  crisp 
wafers).   Make  a  white  sauce,  using  proportions  of: 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  21 


Two  tablespoons  butter,  two  tablespoons  flour,  one  cup  milk. 
Melt  butter,  add  flour,  and  when  well  blended  and  smooth  add  the  milk 
gradually  and  cook  until  thick. 

Flake  one-half  cup  canned  salmon,  add  to  it  one  tablespoon  lemon 
juice,  and  let  stand  while  making  sauce.  Add  to  the  sauce  one-half 
cup  canned  peas  drained  from  liquor.     Season  highly  and  serve  hot. 

Old  Country  Green  Salad. 

One  cup  Sifted  Peas,  one-half  cup  hickory  or  walnut  meats,  one 
cup  diced  celery. 

Method:  Toss  ingredients  together  lightly,  using  forks,  add 
salad  dressing,  and  pile  on  lettuce  leaf.  May  substitute  sweet  cucum- 
ber pickles  cut  in  cubes  for  the  celery.  . 

Potato  Puff  With  Peas. 

Two  cups  cold  riced  potatoes,  two  eggs — whites  and  yolks  beaten 
separately — one-half  cup  milk  or  cream,  one-half  cup  canned  peas,  sea- 
soning, one-quarter  to  one-half  cup  grated  cheese  if  desired,  two 
tablespoons  butter,  less  if  cheese  is  used. 

Method:  Mix  all  together,  pouring  in  stiffly  beaten  whites  last. 
Bake  in  greased  baking  dish  until  golden  brown  on  top. 

The  total  pack  of  peas  per  annum  in  the  United  States  from  1906 
to  19 1 3,  has  been  given  statistically  as  follows: 

1906  Number  of  cases,  24  2  lb 4,577,767 

1907  Number  of  cases,  24  2  lb 6,505,961 

1908  Number  of  cases,  24  2  lb 5,577,000 

1909  Number  of  cases,  24  2  lb 5,028,000 

1910  Number  of  cases,  24  2  lb 4,347,900 

1911  Number  of  cases,  24  2  lb 4,532,300 

1912  Number  of  cases,  24  2  lb 7,307,000 

1913  Number  of  cases,  24  2  lb 8,770,000 

Detailed  statistics  of  the  canning  by  States  will  be  found  in  this 
book  in  the  chapter  headed  "Canning  Statistics." 

CHAPTER  V. 

ADVANCE  OR  FUTURE  SALES  OF  CANNED  GOODS. 

This  question  seems  to  be  exciting  some  attention  and  developing 
some  negative  arguments  from  writers  who  hold  that  retail  grocers 
should  ''stop  buying  futures,"  promising  them  that  if  they  do  they 
will  then  be  happy  ever  afterward. 

I  regard  this  advice  to  "stop  buying  and  selling  future  canned 
foods"  as  a  protest  against  the  methods  of  Dame  Nature.  If  she 
could  be  induced  to  reform  and  to  produce  a  uniform  quantity  of  food 


22  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


products  at  regular  and  briefly  recurring  periods,  there  would  be  no 
necessity  for  buying  or  selling  future  canned  foods. 

Why  not  take  another  course  and  stop  making  preparations  for 
future  needs  entirely?  There  is  a  very  large  class  now  advocating 
that  theory,  the  members  of  which  are  all  "leading  the  simple  life," 
all  opposed  to  thrift,  and  content  to  rely  upon  an  occasional  "hand- 
cmt"  solicited  from  some  one  of  contrary  views. 

Retail  grocers  have  rarely  had  occasion  to  complain  of  the  cus- 
tom of  buying  canned  foods'  futures;  the  consumers,  who  are  the 
parties  most  vitally  interested,  have  never  rebelled  to  my  knowledge ; 
but  many  spokesmen  have  felt  called  upon  to  protest  in  their  behalf. 

In  primitive  times  our  fathers  and  mothers  in  their  simple  way 
prepared  food  supplies  in  harvest  time  for  winter  use,  and  the  canned 
foods  packer  today  stands  in  the  same  position  toward  the  millions 
of  people  who  must  be  fed. 

The  retail  grocer  is  a  purveyor  to  the  people,  and  in  this  mission 
he  walks  hand  in  hand  with  the  packer  of  canned  foods  as  a  fellow- 
worker  in  a  most  essential,  honorable  and  useful  occupation. 

In  buying  canned  foods  "for  delivery  when  packed,"  the  retail 
merchant  obtains  the  goods  at  a  price  which  is  based  upon  the  actual 
cost  of  production  with  a  fair  living  profit  to  the  canner  and  the 
jobber.  After  such  advance  sales  and  deliveries  are  made,  spot  prices 
from  maker  to  dealer  or  from  wholesale  dealer  to  retail  dealer,  are 
crowded  up  to  the  very  last  cent  that  the  market  or  demand  will  bear. 

Advance  prices  on  canned  foods  are  not  alone  based  on  the  actual 
cost  of  production,  but  are  regulated  by  sharp  competition  and  by 
rivalry  among  manufacturers. 

In  buying  canned  foods  in  advance  of  their  manufacture,  the 
retail  merchant  can,  therefore,  know  that  he  is  securing  them  at  a 
fair  valuation  above  cost.  If  he  waits  and  buys  his  goods  as  he  may 
need  them,  he  puts  himself  at  the  mercy  of  the  operators  and  manipu- 
lators who  are  always  trying  to  corner  the  market. 

Advances,  therefore,  are  much  more  frequent  than  declines,  as 
short  crops,  crop  failures,  and  speculative  pools  all  ts^nd  to  send  the 
market  higher.  Canned  foods'  futures  are  always  sold  for  actual  de- 
livery and  the  goods  are  actually  delivered,  and  there  are  no  bear  or 
short  sellers. 

A  great  advantage  is  secured  by  the  retail  grocer  in  contracting 
for  canned  foods  in  advance  in  obtaining  uniformity  and  excellence  of 
quality.  The  custom  of  contracting  for  canned  foods  futures  has  be- 
come so  general  that  the  packers  of  reputation  who  pack  the  best 
qualities  are  nearly  always  entirely  sold  up,  or  oversold ;  and  if  a 
dealer  refuses  to  buy  canned  foods  for  future  delivery  and  takes  his 
chances  to  get  spot  goods,  his  selection  and  choice  are  frequently 
reduced  to  the  surplus  goods  packed  late  in  the  season  and  of  inferior 


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■      fe.t.Tl.OV*. 

VIEW  TN  MACHINERY  HALL  DURING  A 
CANNERS'  CONVENTION 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.      23 


quality,  or  to  the  products  of  canneries  which  pack  poor  goods  and 
cannot  therefore  sell  in  advance;  or  to  the  products  of  new  or  inex- 
perienced packers  who  are  apt  to  have  irregular  and  undesirable 
qualities. 

The  secret  of  success  in  handling  canned  foods  is  an  unrelenting 
demand  for  quality  in  the  can.  A  dealer,  wholesale  or  retail,  must 
place  quality  above  price,  remembering  that  the  canned  foods  business 
is  one  of  confidence  between  buyer  and  seller.  Quality  can  not  be 
seen  through  the  tin,  and  even  when  the  can  is  cut,  the  fill,  color,  or 
flavor  of  the  lot  may  run  differently  from  those  of  the  can  shown. 

Futures  are  packed  to  order  after  measure  is  taken  and  excep- 
tional care  is  used  in  making  and  filling  contracts.  This  is  well  illus- 
trated by  the  suit  of  clothes  made  to  order  and  the  ready  made  suit. 
The  latter  may  be  cheaper,  but  is  never  so  satisfactory.  Large  houses 
frequently  contract  for  enough  of  certain  kinds  of  canned  foods  for 
their  own  brands  to  last  them  all  the  year.  If  they  should  sell  out, 
they  withdraw  the  brand  from  sale  rather  than  try  to  match  the 
quality. 

The  buyer  of  spot  goods  exclusively  in  canned  foods,  always  has 
irregular  qualities  and  is  constantly  coming  into  collision  with  the 
popular  preference  for  uniform  and  regular  merit.  He  is  a  market 
skinner,  is  constantly  getting  skinned,  and  must  find  a  new  line  of 
customers  every  few  months,  for  it  is  not  something  cheap  in  food  that 
desirable  customers  want,  but  something  reliable,  uniform,  and  of 
good  value. 

The  charge  that  Ishe  custom  of  buying  and  selling  canned  foods 
for  future  delivery  is  gambling  or  immoral  is  not  worthy  of  considera- 
tion, as  such  goods  are  bought  and  sold  for  actual  delivery  and  are 
actually  delivered  when  packed. 

Such  transactions  are  as  legitimate,  moral,  consistent  and  com- 
mendable as  the  buying  of  any  other  commodity — coal,  lumber,  boots 
and  shoes,  hats  and  caps,  all  of  which  are  sold  for  future  delivery, 
sometimes  a  year  or  more  before  they  are  manufactured. 

It  is  well  known  that  all  the  most  important  lines  of  manufacture 
sell  their  productions  far  in  advance.  They  could  not  otherwise  do 
business  upon  the  scale  of  large  production  and  small  profits  which 
modern  methods  and  competition  require. 

This  day  and  age  is  one  of  great  fastidiousness  and  variety  of 
choice,  and  manufacturers  must  be  guided  by  the  advance  selections 
of  grades,  sizes  and  styles  which  come  to  them  through  the  judgment 
of  thousands  of  merchants.  These,  in  turn,  are  guided  by  their 
knowledge  of  the  tastes  and  requirments  of  their  customers,  the 
consumers. 

A  large  New  York  canner  wiltes  me :  "A  canned  foods  packer, 
particularly  of  an  extensive  line  like  ours,  is  very  greatl)-  assisted  in 


24  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


giving  his  trade  more  satisfactory  goods  if  he  gets  a  reasonable  pro- 
portion of  his  output  sold  as  futures.  In  that  way  he  profits  by  the 
judgment  of  the  men  who  are  to  distribute  the  products,  and  is  enabled 
to  shape  up  his  contracts  with  growers  for  supplies  and  in  all  other 
details.  As  we  look  at  it  after  fifteen  years'  experience,  we  feel  that 
we  would  be  taking  a  tremendous  risk  to  pack  our  products  to  suit 
our  own  ideas  and  fancies  and  take  the  chance  of  selling  them  after 
they  are  produced." 

One  of  the  most  thoughtful  and  able  managers  of  the  big  can- 
neries of  Michigan  writes :  "The  advance  purchases  of  the  retailers 
taken  collectively  are  the  only  guide  the  packer  has  as  to  the  amount 
of  acreage  he  should  plant  or  contract  for.  Neither  the  farmer  nor 
the  packer  is  going  to  grow  or  prepare  the  crops  without  knowing 
where  they  are  to  market  their  products;  and  they  would  not  under- 
take to  provide  for  the  public  if  the  retailers  as  a  whole  did  not 
indicate  by  their  future  orders  about  the  extent  of  the  requirements 
of  their  customers." 

These  two  letters  show  the  attitude  of  the  best  packers  of  canned 
foods  on  this  question. 

The  only  argument  presented  by  those  who  oppose  the  buying 
and  selling  of  future  canned  foods  that  is  worthy  of  attention  is  that 
there  is  in  the  custom  a  temptation  to  speculate  and  over-buy.  This 
argument  is  not,  however,  to  be  taken  seriously. 

The  retail  grocers  of  this  country,  as  a  class,  know  what  the  needs 
of  their  business  are,  and  how  to  buy  their  goods,  and  in  what  quan- 
tities to  buy  them,  and  usually  know  enough  to  avoid  over-buying 
and  speculation.  In  fact,  all  merchandising  is  speculation  to  a  greater 
or  less  extent,  and  there  is  no  greater  danger  of  over-buying  in  pur- 
chases of  future  canned  foods  than  in  buying  spot  canned  foods.  If  a 
retail  merchant  finds,  from  his  record  of  advance  purchases,  that  he 
bought  too  much  or  too  little  of  a  certain  kind  of  canned  foods  the 
previous  year,  he  can  reduce  his  purchases  or  increase  them  accord- 
ingly.   He  has  no  such  record  usually  of  purchases  of  spot  goods. 

To  conclude,  canned  foods  packers  are  co-workers  with  retail 
and  wholesale  grocers  in  building  up  a  great  industry, — one  in  which 
the  possibilities  are  almost  unlimited.  They  have  already  brought  it 
up  to  a  production  yearly  of  one  hundred  million  cases  nearly  of 
canned  fish,  fruits  and  vegetables,  aggregating  in  value  about  $200,- 
000,000.00  and  the  industry  is  rapidly  growing. 

There  is  no  need  that  the  methods  by  which  this  great  industry 
has  been  built  up  be  changed.  If  retail  merchants  should  be  influenced 
by  unthinking  and  narrow  advisers  to  refrain  from  buying  future 
canned  foods  they  would  thereby  do  a  great  injury  to  the  industry, 
to  themselves  and  to  their  customers,  as  because  of  insufficient  capital 
to  handle   the   industry,  production   would   have   to  be   enormously 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  25 


curtailed  and  prices  would  be  tremendously  advanced.  There  is  no 
danger  of  such  action,  however,  as  retail  grocers  are  wise,  conservative 
and  patriotic. 

They  are  not  children  and  they  need  no  self-appointed  guardians 
to  keep  them  away  from  the  temptation  of  over-buying.  They  are 
not  going  to  allow  bad  advisers  to  prejudice  them  against  a  splendid 
industry,  which  is  justly  the  pride  of  this  country,  through  which  they 
make  handsome  profits,  and  which  brings  so  much  comfort  and 
satisfaction  to  the  public  appetite..  Of  this  they,  the  retail  grocers,  are 
the  guardians. 

The  advance  sale  of  canned  foods  is  one  of  the  most  desirable 
features  of  a  wholesale  grocery  business,  and  should  be  cultivated  and 
pushed.  The  jobber  who  sells  a  retailer  his  futures  usually  gets  his 
trade  for  the  entire  season.  Discourage  over-buying  on  speculation, 
but  push  futures.    There  is  no  tenable  objection. 

CHAPTER  VI. 

BUSINESS  LEAKS  AND  STEALAGES. 

A  house,  being  dissatisfied  with  the  profit  shown,  employed  a 
bright  young  man  as  porter,  with  instructions  to  find  stealages. 

Next  morning  but  one  he  reported  that  packages  going  out  to 
employes  were  heavily  overweight.  It  was  found  that  a  conspiracy 
to  steal  had  existed  for  years  between  employes  who  were  permitted 
to  buy  their  supplies  of  the  house ;  for  example,  an  employe  would  be 
charged  for  five  pounds  of  coffee  and  would  be  weighed  out  ten 
pounds. 

The  privilege  to  buy  was  withdrawn  from  employes  and  a  new 
force  was  put  in.  In  a  few  days  he  reported  that  a  teamster  had  picked 
up  a  bag  of  sugar  while  helping  to  load,  and  while  the  checking  clerk 
had  been  called  away,  and  had  loaded  it  on  his  wagon.  The  wagon 
was  unloaded  and  the  bag  of  sugar  found  on  the  foot  board  covered 
up  with  a  lot  of  old  sacks.  The  teamster  confessed  and  was  discharged 
and  arrested.  He  had  been  in  the  employ  of  the  house  nine  years  and 
had  doubtless  stolen  a  thousand  bags  of  sugar  during  that  period.  He 
traded  most  of  it  to  saloon-keepers  for  whiskey. 

The  entire  system  of  the  house  was  investigated  by  the  young 
fellow  (who  was  quietly  transferred  from  one  position  to  another), 
and  he  changed  the  profit  and  loss  account  in  the  ledger  from  loss 
to  profit. 

No  one  knew  that  he  was  a  detective,  he  worked  as  hard  as  any 
of  them,  and  he  was  never  brought  to  the  front  when  anything  v/as 
discovered. 

The  nature  of  man  is  to  steal  and  to  be  greedy  and  dishonest.  He 
comes  into  the  world  with  such  instincts  just  as  animals  and  birds 


26  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


and  fish  do.  Honesty  is  the  result  of  training,  education,  repression 
and  refinement.  It  is  well  that  the  training,  education  and  repression 
6e  continuous.  When  it  ceases,  man  reverts  to  his  natural  habits. 

If  you  are  not  satisfied  that  you  are  making  and  getting  a  fair 
return  in  your  business  it  is  well  to  investigate  "leaks  and  stealages." 
In  fact  it  is  your  duty  to  do  so.  This  is  one  of  the  safety  valves  that 
should  not  be  neglected. 

Are  your  drivers  honest?  Do  customers  report  shortages  which 
drivers  claim  they  did  not  notice?  Sometimes  those  troubles  are 
stopped  by  changing  drivers. 

Do  your  salesmen  ask  for  and  get  an  unusual  or  unreasonable 
quantity  of  samples?  It  is  a  prolific  source  of  leakage.  Do  you  keep 
an  account  of  the  value  of  samples  given  out?  Try  it!  You  will  be 
surprised. 

How  about  the  stamp  drawer?  Stamps  stick  tight  to  fingers; 
and  quite  a  lot  are  used  for  personal  correspondence. 

Don't  "give  out"  stamps.  Let  one  clerk  stamp  and  mail  all  letters 
and  keep  a  careful  account  of  all  purchases  and  sales  of  stamps.  The 
personal  use  of  stamps  will  dwindle  when  that  is  done.  Some  houses 
have  their  initials  perforated  in  the  stamps.  The  postoffice  will  do 
it  free  of  charge,  and  it  helps. 

How  about  the  lunch  baskets  and  dinner  pails  of  men  who  work 
in  the  stock?  They  don't  always  go  home  empty.  I  have  known  a 
case  of  imported  sardines  or  fine  salmon  to  evaporate  in  a  week. 
The  poor  qualities  do  not  evaporate;  only  the  finer  qualities  seem  to 
be  troubled  with  that  tendency. 

The  packing  room  is  where  great  leaks  and  stealages  frequently 
occur.  Goods  are  spilled  and  wasted,  down  weight  given,  and  pack- 
ages are  opened  and  the  contents  allowed  to  get  dirty  and  dusty  and 
unfit  for  use. 

If  you  want  to  know  how  strong  the  general  predisposition  to  steal 
is,  put  out  some  nice  can  openers  and  good  plated  spoons  on  your 
can  opening  table  without  chaining  them  to  it.  You  will  lose  all  you 
put  out  at  the  rate  of  a  dozen  a  day.  Use  tin  spoons — $1.40  a  gross. 
They  nev#r  disappear.    A  gross  will  last  several  years. 

The  waste  around  a  wholesale  business  is  enormous.  Boxes  and 
packing  cases,  tools  and  pails,  lights,  matches,  letterheads  and  en- 
velopes, order  blanks,  pens,  pencils,  ink,  pads  of  paper,  are  not  only 
destroyed  but  wasted  and  purloined.  Put  somebody  in  charge  of 
the  issuance  of  such  supplies  and  let  such  person  keep  a  comparative 
account  of  expenditure. 

Watch  the  habits  of  your  employes.  If  you  have  a  driver,  por- 
ter or  salesman  who  shows  regularly  the  effects  of  the  use  of  liquor, 
he  will  bear  watching  for  stealing,  as  it  is  merely  cause  and  effect. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  27 


Watch  the  rebating  salesman.  It  is  a  habit  that  grows  and  a 
weak  man  uses  it  freely  to  bribe  customers  to  give  him  business.  He 
soon  runs  behind  in  his  collections  as  his  rebates  must  be  paid  from 
them.  Put  every  man  who  handles  money,  inside  or  outside,  under 
bond.    If  he  cannot  give  bond,  do  not  let  him  handle  your  money. 

Reclamations  and  returned  goods  constitute  a  big  source  of  loss 
and  waste.  Cartage  in  and  out;  goods  coming  back  in  bad  condition 
and  not  in  original  cases ;  cut  cans  and  shop-worn  goods ;  swells  on 
which  reclamation  has  expired;  old  goods  sent  back  in  return  for 
new  sent  out — all  these  are  things  to  guard  against. 

In  the  traffic  department  there  is  always  more  or  less  freight 
overcharging  and  goods  damaged  in  transit.  All  cases  and  packages 
should  be  "weight  averaged"  and  freight  bills  carefully  gone  over  for 
overcharge  and  errors.  Claims  for  damage  in  transit  should  be  made 
promptly  and  not  allowed  to  lapse. 

"Pick  up  or  shortage  buying"  should  be  carefully  done.  It  is 
frequently  so  carelessly  and  hurriedly  done  that  the  price  paid  is 
too  high  and  but  little  profit  is  left. 

If  you  own  your  teams,  look  out  for  the  repair  and  feed  bills. 

About  the  largest  loss  you  will  find  by  stealage  is  in  the  theft  of 
time.  Employes  will  dawdle  and  loaf  and  exchange  gossip  and  jokes 
all  throughout  the  house,  from  the  basement  to  the  top  floor,  when 
they  are  not  watched  and  when  they  have  not  enough  to  do. 

When  you  find  such  things  occurring,  give  them  more  to  do. 
Thirty  minutes  a  day  lost  time  means  15  working  days  per  annum. 
If  you  have  20  employes  who  waste  that  much  time,  it  is  equivalent 
to  the  services  of  one  employe  for  a  year  who  you  are  paying  to  do 
nothing. 

Eternal  vigilance  is  the  price  of  success  and  profit  in  the  whole- 
sale grocery  business.  The  business  is  conducted  on  such  a  close 
margin  of  profit  that  the  small  losses,  leakages  and  stealages  will 
frequently  absorb  the  profit  of  the  business. 

Do  not  be  mean  or  stingy,  or  so  disagreeable  in  your  vigilance 
as  to  disaffect  employes  or  to  drive  away  customers ;  but  be  firm  and 
just  and  patient. 

Get  your  employes  interested  in  watching  for  leaks  and  stealages. 
Take  them  into  your  confidence  one  at  a  time  and  ask  them  to  help 
you  guard  against  such  things,  and  they  will  take  pride  in  doing  so. 
If  an  employe  shows  a  disposition  to  protect  your  interests  as  he 
would  protect  his  own,  cherish  and  promote  him. 

I  am  not  a  pessimist  or  a  muck-raker  and  I  don't  Hke  to  write 
such  a  chapter  as  this ;  but  I  must  describe  conditions  as  I  have  found 
them,  and  thus  indicate  how  I  would  like  them  to  be. 


28     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  VII. 

USE  OF  PACKERS'  LABELS. 

The  attitude  of  canned  foods  packers  in  the  matter  of  labels  is  like 
that  of  Shakespeare's  character  lago,  who  said: 

"Good  name  in  man  or  woman,  dear  my  lord, 

Is  the  immediate  jewel  of  their  souls." 

"Who  steals  my  purse  steals  trash; 

'Tis  something,  nothing; 

'Twas  mine,  'tis  his,  and  has  been  slave  to  thousands ; 

But  he  that  filches  from  me  my  good  name, 

Robs  me  of  that  which  not  enriches  him 

And  makes  me  poor  indeed." 

The  packer  considers  that  one  who  does  not  assume  the  respon- 
sibilities of  a  manufacturer  should  not  have  the  credit  and  rewards 
incident  to  good  creative  work,  and  just  at  present  there  is  a  very 
strong  feeling  on  the  part  of  some  canners  against  private  or  jobbers' 
labels. 

I  am  like  the  man  at  the  revival  meeting  who  was  asked  whether 
he  preferred  to  go  to  heaven  or  to  hell.  He  replied  that  he  "wanted 
to  think  it  over,  as  he  had  friends  in  both  places." 

I  have  handled  both  packers'  and  private  labels  during  nearly  all 
my  experience.  The  National  Pure  Food  Law  has  relieved  the  custom 
of  private  labeling  from  the  charge  of  deception  and  fraud  frequently 
made  against  it  (previous  to  the  enactment  of  the  law),  by  requiring 
that  the  private  label  shall  read  "packed  for"  or  "distributed  by,"  or 
"distributors  of,"  etc. 

Even  this  is  not  satisfactory  to  canners,  however,  as  they  want 
their  own  names  on  the  cans;  and  I  would  not  be  surprised  in  the 
near  future  to  hear  of  national  and  state  legislation  being  secured  in- 
imical to  the  use  of  private  labels. 

The  passage  of  such  legislation  would  be  powerfully  contested; 
and  I  doubt  whether  such  a  law,  if  enacted,  would  stand  the  test  of 
constitutionality. 

There  are  advantages  and  disadvantages  to  a  wholesale  grocer 
from  handling  his  canned  foods  under  packers'  labels.  He  can  carry 
smaller  stocks,  and  can  always  job  his  goods  to  other  wholesalers  if 
they  do  not  prove  salable  to  his  own  customers.  In  addition,  a  packer 
will  usually  puj;  his  best  qualities  under  his  own  label,  will  make 
better  deliveries,  will  give  a  liberal  or  perpetual  guarantee  against 
swells,  will  supply  samples  liberally,  and  will  frequently  assist  in  the 
introduction  of  the  labels  by  furnishing  special  salesmen,  demonstra- 
tion work  and  advertising  work. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  29 


The  wholesaler  can  fix  his  own  selling  price  and  profit  percentage, 
provided  he  controls  the  line  for  his  market,  and  profits  by  the 
cumulative  or  repeat  business  from  year  to  year.  He  is  free  from  the 
annoyance  of  labels  and  labeling,  has  no  money  invested  in  labels, 
does  not  have  to  support  the  expense  of  a  labeling  force,  and  hasn't 
the  constant  care  of  scraping  cases,  stripping  and  relabeling  cans,  and 
of  matching  grades  and  qualities.  He  can  usually  undersell  a  com- 
petitor who  uses  private  labels  exclusively,  and  he  has  a  strong  argu- 
ment that  seems  to  appeal  to  many  retailers. 

A  wholesaler  will  sometimes  take  on  the  agency  for  a  line  of 
canned  foods  regardless  of  his  ability  to  handle  it  in  connection  with 
similar  lines  he  may  control.  It  is  a  bad  policy,  one  which  will  bring 
him  more  loss  than  gain,  and  it  is  unfair  to  the  packer  and  to  himself. 

On  the  other  hand,  a  canner  will  sometimes  give  a  jobber  the 
agency  for  his  line  for  a  certain  territory.  He  thus  secures  his  earnest 
and  faithful  co-operation.  Then,  when  the  brand  is  well  introduced, 
the  canner  will  complain  that  not  enough  goods  are  being  sold,  and  put 
the  line  on  the  open  market. 

That  policy  is  not  only  a  bad  breach  of  faith,  but  it  is  suicidal, 
as  the  prices  will  at  once  be  cut  to  a  point  where  there  is  no  profit 
and  the  line  cast  aside  by  both  jobbers  and  retailers  as  unprofitable; 
for  no  brand  of  canned  foods  can  be  kept  before  the  public,  if  it  is 
on  the  open  market,  except  by  heavy,  constant  and  expensive  adver- 
tising and  by  work  through  special  salesmen,  demonstrators,  etc. 
Such  work  never  can  stop.  As  illustrations  I  cite  Van  Camp,  Snider, 
Campbell,  Burnham  &  Morrill  Co.,  and  others,  and  their  methods. 

Both  packers  and  wholesalers  should  act  in  perfectly  good  faith 
and  treat  each  other  as  friends  and  allies.  Contracts  for  control  of 
a  line  should  be  made  for  a  term  of  years,  or  to  continue  as  long  as 
a  certain  amount  of  sales  are  made. 

Prices  should  be  kept  in  line.  Do  not  let  the  packer  fix  his  own 
prices.  You  are  buying  the  goods  and  must  meet  legitimate  com- 
petition. A  packer  is  prone  to  overestimate  his  own  values.  He, 
however,  cannot  meet  every  snap  or  chance  bargain  on  the  market. 
It  would  ruin  him  to  do  so ;  but  you  can  compare  his  values  with  those 
of  other  lines  regarded  as  equally  desirable,  and  then,  when  the  prices 
and  grades  are  fixed,  watch  them  closely  from  season  to  season  and 
see  that  they  are  kept  square  with  the  market. 

The  most  successful  canners  I  know  are  those  who  appoint  a 
wholesale  house  as  agent  for  their  line  in  each  important  business 
center  and  depend  upon  such  agents  to  take  conjointly  their  entire 
output. 

Business  can  be  much  more  rapidly  built  up  under  packers'  labels 
than  under  private  labels,  and  a  larger  class  of  trade  sold. 


30  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  VIII. 

JOBBERS'  OR  PRIVATE  LABELS? 

In  discussing  this  subject  I  will  treat  it  solely  from  a  canned  foods 
standpoint,  though  jobbers  use  their  own  private  labels  largely  on 
other  goods,  viz. :  extracts,  baking  powder,  gelatine,  soaps,  starches — 
in  fact,  all  through  the  line. 

The  use  of  private  labels  on  canned  foods  in  the  United  States  has 
grown  to  enormous  proportions.  Nearly  all  wholesale  grocery  houses 
use  them  to  a  greater  or  less  extent. 

The  mission  of  the  private  or  jobber's  label  is  to  secure  and  insure 
an  adequate  profit,  to  hold  and  increase  business,  and  to  advertise 
one's  business,  and  there  is  no  doubt  that  the  private  label  does  all 
those  things  and  does  them  well. 

When  one  has  his  own  label  on  an  article,  he  controls  the  price 
and  profit  and  reaps  the  benefit  of  the  cumulative  demand  from  year 
to  year  which  the  introduction  of  the  label  creates. 

The  largest  houses  in  the  wholesale  grocery  line  have  built  up 
their  reputations  and  fortunes  by  means  of  their  private  labels,  and  it 
has  come  to  be  considered  that  no  permanent  and  profitable  business 
can  be  established  without  their  use. 

In  all  lines  of  merchandise  this  is  the  case,  and  dry  goods,  boots 
and  shoes,  hats  and  caps,  hardware,  and  many  other  lines  are  so 
distinguished;  and  many  wholesalers,  who  are  really  not  manufac- 
turers, nevertheless  assume  that  attitude  by  selling  goods  manufac- 
tured for  them  under  their  own  labels. 

In  the  wholesale  grocery  line  the  first  great  impetus  was  given  to 
private  labels  by  Thurber,  Whyland  &  Co.,  of  New  York,  who  thereby 
built  up  an  enormous  business,  selling  for  several  years  an  average 
of  fifteen  millions  per  annum.  But  the  house  carried  its  business  ex- 
pansion too  far  and  gradually  went  to  pieces. 

There  are  houses  now  selling  about  as  much,  which  are  doing  a 
safe,  conservative  business,  and  which  use  private  labels  even  more 
extensively. 

In  putting  one's  private  label  forth  too  much  care  as  to  merit  and 
absolute  uniformity  of  quality,  style  and  flavor  of  the  goods  cannot 
be  exercised. 

I  have  known  big  buyers,  wh6m  I  could  mention,  to  spend  weeks 
looking  for  just  the  grade  of  peas  or  the  style  of  peaches  needed  to 
exactly  match  the  goods  they  had  been  furnishing  under  a  certain 
label,  for  it  is  just  as  dangerous  to  give  too  high  a  quality  as  it  is  to 
give  too  low  a  quality,  as  one  must  keep  to  the  standard  he  himself 
sets  and,  if  it  is  too  high,  he  may  not  be  able  to  do  so. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  31 


The  big  specialists  in  private  labeled  canned  foods  make  their 
contracts  with  extreme  care,  and  make  them  with  the  most  responsible, 
dependable  and  reliable  packers,  and  none  others.  They  carefully 
stipulate  in  the  contracts,  the  grade,  quality,  sieve  of  peas,  measure- 
ments of  peaches,  stalks  of  asparagus,  and  many  details  to  which  the 
average  buyer  gives  no  heed.  Then  they  frequently  visit  the  can- 
neries while  the  goods  are  being  packed  to  see  that  the  packing  is  being 
done  according  to  contract,  or  to  select  from  the  various  runs  or  day's 
packing  the  lots  that  please  them  best. 

They  also  carefully  stipulate  in  their  contracts  as  to  how  the 
labeling  of  cans  shall  be  done,  how  the  cases  shall  be  labeled  or  sten- 
■ciled,  and  the  quality  of  the  cases — mentioning  the  measurements  and 
thicknesses  of  the  wood. 

Swell  guarantees  are  carefully  negotiated  in  the  contracts  and 
many  of  them  are  more  extended  than  the  regular  guarantee. 

The  selection  of  trade  mark  brands  for  labels  is  important,  as  a 
catchy  name  is  of  great  force  in  promoting  the  sale  of  goods,  it  is  also 
of  great  advertising  advantage. 

Awkward,  inexpressive  or  commonplace  names  should  be  avoided 
and  names  suggesting  quality  or  pleasant  thoughts  at  least  should  be 
chosen. 

The  following,  for  instance,  are  good  selections  for  canned  foods 
labels;  Ferndell,  Dainty,  Monarch,  Blossom,  Snowdrift,  Mr.  Red  (last 
is  for  salmon),  Wedding  Ring,  Veribest.  These  are  bad:  Columbia, 
Union,  Twin  Baby,  Semaphore,  etc. 

Too  great  a  regard  for  neatness  of  appearance  can  hardly  be  ex- 
c'rcised,  as  bright,  clean  cases,  cans  and  labels  do  much  to  please  and 
satisfy  buyers  and  attract  patronage.  I  always  put  two  can  labels, 
one  above  the  other,  on  one  end  of  each  case  of  canned  foods  in  pref- 
erence to  smearing  the  case  with  a  blurred  stencil. 

Box  labels  are  expensive,  and  hard  to  handle  and  care  for,  and 
two  labels  on  one  end  of  each  case,  one  above  the  other,  look  as 
well  or  better. 

In  using  private  labels  it  is  best  to  have  them  printed  at  one  of 
several  large  establishments  that  specialize  in  that  line  of  manufac- 
ture. They  have  the  artists,  the  equipment,  and  the  facilities,  and 
can  turn  out  the  work  in  the  agreed  time. 

If  you  handle  goods  extensively  under  your  private  labels,  it  will 
be  essential  to  have  a  labeling  machine  and  a  label  perforating  ma- 
chine. Neither  are  very  expensive  and  they  are  great  labor  savers. 
Give  to  each  packer,  of  whom  you  buy  goods  for  your  labels,  a  num- 
ber; and  perforate  that  number  in  the  labels  you  send  him  to  put  on 
the  goods ;  also  perforate  the  year  or  date  in  the  perforation  cypher, 
thereby  protecting  yourself  against  loss  by  swells  under  the  packers' 
limited  guarantee. 


32  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Keep  your  labels  carefully  in  shelves  specially  prepared  for  them 
and  protected  from  dust  and  mice.    Metal  shelving  is  best. 

Packers  generally  allow^  only  $1.00  per  thousand  for  labels ;  but 
they  will  allow  more  if  you  insist,  as  only  the  commonest,  cheapest 
label  can  be  bought  for  that  price,  and  they  nearly  all  pay  more  than 
that  for  their  own  labels. 

They  will  always  put  on  your  labels  free  of  charge. 

After  the  packing  season  is  over  and  your  supply  of  certain  grades 
under  your  private  label  is  exhausted,  it  will  be  essential  to  buy  and 
match  the  grade.  Always  buy  unlabeled  goods  if  possible,  as  the 
stripping  and  relabeling  of  canned  foods  is  expensive  and  laborious, 
and  the  goods  never  look  right;  for  the  cans  must  be  scraped  and 
unless  can  labels  are  soaked  off  in  hot  water,  it  is  difficult  to  get  all  of 
the  old  label  entirely  off,  and  nothing  is  so  confidence-destroying  as. 
to  have  other  labels  or  parts  of  them  detected  under  your  private 
label. 

In  selecting  your  grade  and  styles  of  goods  for  your  own  label 
be  guided  by  your  own  observation  as  to  what  grades  of  goods  sell 
best. 

If  it  is  found  that  your  customers  buy  largely  of  goods  to  retail 
at  ten  cents,  make  your  line  strong  and  complete  in  that  respect;  if 
they  buy  strongly  in  fifteen,  twenty  or  twenty-five  cent  goods,  ar- 
range your  lines  accordingly. 

Better  profits  are  possible  and  should  be  obtained  under  one's  own 
label,  as  the  element  of  competition  is  partially  eliminated,  and  prices 
can  be  controlled  and  maintained;  but  good  value  must  be  given  in 
order  to  build  up  and  hold  patronage.  The  buying  is  therefore  harder 
and  more  exacting  than  if  one  handles  packers'  labels. 

As  to  the  desirability  of  undertaking  to  handle  canned  foods  un- 
der private  labels,  I  should  summarize  by  saying  that  the  custom  is 
greatly  to  the  advantage  of  the  jobber,  as  it  secures  for  him  price, 
cumulative  demand,  advertising  advantage,  the  gradual  building  up 
of  a  lasting  reputation,  and  stability  of  business.  It  also  gives  to  the 
wholesale  grocer  many  of  the  advantages  of  the  manufacturer  free 
from  the  manufacturers  risk  and  responsibilities. 

The  custom,  however,  is  hard  upon  the  manufacturer,  as  it  de- 
prives him  of  the  very  advantages  which  I  have  enumerated  as  se- 
cured by  the  jobber,  and  gives  him  in  exchange  only  the  quick  turn- 
over of  his  pack  unlabeled.  It  relieves  him,  however,  of  carrying 
charges,  expense  of  specialty  salesmen,  etc. 

The  disadvantage  of  carrying  a  considerable  stock  of  canned  foods 
under  private  labels  is  that  the  goods  cannot  be  jobbed  or  sold  to 
other  wholesale  houses.    The  method  requires  the  carrying  of  larger 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  33 


stocks  than  otherwise.  When  kept  unlabeled,  however,  canned  foods 
can  nearly  always  be  readily  sold  to  other  wholesale  houses  for  private 
label  use. 

The  largest  houses  give  an  absolute,  permanent  and  perpetual 
guarantee  against  swells  under  their  private  labels  and  lose  a  larger 
percentage  of  swells  and  leaks  therefore  than  they  would  under  pack- 
ers' labels. 

A  considerable  investment  of  money  in  labels  is  required  in 
handling  a  big  line,  some  houses  keeping  as  much  as  ten  to  fifteen 
thousand  dollars  so  tied  up,  but  such  an  amount  is  unusual. 

National  laws  at  present  require  that  the  words  "distributed  by" 
or  "packed  for"  be  used  by  any  but  the  actual  manufacturer  on  canned 
foods,  with  the  name  and  location  of  the  owner  of  the  label ;  and  most 
State  laws  do  the  same.  The  law  also  requires  that  the  label  state 
the  truth  as  to  grade  and  quality.  That  is  not  the  wording  of  the 
law,  but  it  is  the  meaning  and  spirit  of  it.  Be  careful,  therefore, 
about  exaggerated  misrepresentation  of  quality  on  the  labels,  as  the 
law  is  now  being  enforced  along  that  line. 

The  private  labeling  of  canned  foods  is  being  rather  overdone  at 
present,  as  even  the  larger  retailers  are  using  their  own  labels,  so  a 
reactionary  feeling  of  prejudice  has  started  against  the  custom. 

From  a  moral  standpoint  there  is  no  reason  why  a  grocer  should 
not  use  his  private  labels  on  goods,  if  he  so  desires,  provided  he  com- 
plies with  the  requirements  of  the  law.  It  is  rather  a  serious  under- 
taking, however,  as  it  takes  years  of  labor  and  great  expense  to  estab- 
lish a  reputation. 

CHAPTER  IX. 

USE  AND  EXPENSE  OF  SAMPLES. 

Being  hermetically  sealed,  canned  foods  cannot  be  sampled  with- 
out cutting  the  can  and  thereby  destroying  the  value  of  the  goods, 
and  yet  canned  foods  cannot  be  intelligently  sold  except  by  showing 
the  contents  of  the  cans. 

The  retailer  should  be  informed  and  educated  as  to  the  quality  of 
the  goods  he  is  commending  to  his  customers,  as  he  cannot  well 
afford  to  cut  samples  of  his  small  purchases,  at  least  he  usually  thinks 
he  cannot,  and  usually  does  not  do  so. 

Packers  and  wholesale  dealers  should  be  liberal  in  respect  to 
canned  foods  samples,  as  a  much  larger  quantity  of  goods  can  be  sold 
and  better  profits  obtained  by  using  samples  than  otherwise. 

When  new  goods  arrive  they  should  be  thoroughly  sampled  and 
the  cans  left  on  the  cutting  table  so  that  the  attention  of  salesmen  to 
the  quality  can  be  secured  and  goods  shown  to  customers  coming  in. 


34  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


^  A  special  arrangement  frequently  can  be  made  with  a  canner  by 
which  he  will  allow  a  number  of  cases  of  a  lot  of  goods  to  come  free 
for  sampling. 

Salesmen  should  also  be  permitted  to  take  out  samples  of  canned 
foods,  under  certain  restrictions,  to  show  to  customers,  as  it  is  a 
most  effectual  method  of  getting  orders  and  introducing  brands. 

By  the  use  of  a  suitable  sample  case  open  cans  can  be  carried  from 
one  retail  store  to  another,  the  liquor  being  poured  low  in  the  cans,  and 
the  custom  catches  the  business. 

Always  cut  samples  on  the  side.  Insert  the  point  of  the  can 
opener  just  beyond  the  seam  of  the  can  (you  cannot  cut  through  the 
seam),  and  cut  around  to  the  seam  on  the  other  side,  but  be  exceed- 
ingly careful  to  hold  the  can  firmly  and  steadily  or  the  ragged  edge  of 
the  tin  will  cut  your  hand  badly  if  the  can  slips,  and  such  cuts  are 
painful  and  sometimes  poisonous.  Keep  a  little  powdered  boracic 
acid  in  the  drawer  of  the  cutting  table  to  use  on  such  cuts  as  an  anti- 
septic. 

A  can  cut  on  the  side  always  looks  fuller  and  nicer  than  one  cut 
on  the  end,  and  meat  or  salmon  cans  must  be  cut  on  the  side  in  order 
to  get  the  contents  out  whole. 

Shake  canned  corn  and  succotash  briskly  before  cutting  as  it  mixes 
up  the  contents  and  gives  them  a  creamy  consistency;  but  be  sure 
not  to  shake  any  other  article  in  canned  foods.  Especially  do  not 
shake  peas. 

The  best  canned  foods  sample  case  I  have  seen  is  made  in  Chicago, 
being  a  wood  body  covered  with  black  leatherette,  two  story,  holding 
eight  No.  3  cans  or  more  smaller  ones,  and  having  nickel  plated  clasps 
and  leather  handle.  The  inside  is  lined  with  oil  cloth  and  can  be 
washed  out.     It  costs  $5.25. 

The  secret  of  cutting  a  can  nicely  and  smoothly  is  to  have  a  sharp 
can  opener  that  will  open  the  can  on  the  side.  They  seldom  come 
sharp,  but  may  be  sharpened  with  a  file. 

A  good  substitute  sample  case — probably  the  best  for  carrying 
open  cans — is  a  tin  box  deep  enough  to  hold  a  No.  3  can  and  large 
enough  to  hold  about  six.  These  boxes  can  be  had  lacquered,  with  a 
handle,  and  having  a  clasp  to  hold  the  top  down.  They  cost  about 
$1.00.  They  are  better  than  the  sample  case  described,  but  salesmen 
do  not  like  to  carry  them.  I  used  to  carry  my  open  samples  from  store 
to  store  in  a  No.  2  open  elm  splint  basket  with  a  piece  of  newspaper 
over  the  cans,  and  I  got  the  business. 

The  expense  of  cutting  canned  foods  samples  mounts  up  rapidly 
and  must  be  carefully  curbed.  I  have  known  it,  when  not  watched, 
to  amount  to  $200.00  per  month — though  considerable  of  that  expense 
was  due  to  samples  submitted  on  government  and  other  sealed  pro- 
posals or  bids. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  35 


The  privilege  of  using  canned  foods  samples  is  likely  to  be  abused 
by  salesmen  and  no  sample  should  be  issued  except  on  written  au- 
thority over  the  signature  of  one  of  the  proprietors  or  of  a  depart- 
ment manager — special  blank  forms  being  used  for  that  purpose. 
These  forms  should  specify  brands,  quantities  and  to  whom  the 
samples  were  issued.  At  the  end  of  the  month  or  week  the  bill  clerk 
should  extend  the  value  and  give  the  department  man  the  total  and 
the  amount  used  by  each  salesman.  If  results  have  not  warranted  the 
quantity  used,  it  should  be  reduced,  and  the  same  test  applied  to  the 
quantity  used  by  each  salesman. 

The  exhibition  of  an  open  can  of  fruit  or  vegetables  or  fish  is 
a  sure  way  to  attract  the  dealer's  attention,  and  a  sale  can  frequently 
be  made  by  asking  the  attention  of  women  customers  who  come 
into  the  store  to  the  quality  of  the  goods  and  getting  their  opinion  of  it. 

The  true  test  of  quality  is  comparison;  in  fact,  all  qualities  are 
comparative;  nothing  is  good  except  by  comparison  with  something 
else. 

In  buying  it  is  well  to  compare  qualities  carefully  with  goods  of 
similar  price  or  grade ;  and  in  selling,  if  one  has  confidence  in  the  qual- 
ity of  his  sample,  it  is  frequently  well  to  buy  a  can  of  what  the  dealer 
is  using  and  show  him  the  superiority  of  your  goods.  Such  an  item  of 
expense  should  be  allowed.  The  dealer,  however,  will  not  always 
charge  for  his  sample  as  he  can  use  the  goods  on  his  own  table. 

Never  show  a  sample  of  canned  foods,  however,  or  cut  a  can  for 
comparison,  if  the  sale  can  be  made  without  doing  so.  Remember  that 
there  is  always  a  chance  that  the  can  may  not  cut  right  and  that  in 
opening  it  you  take  that  risk.  On  the  other  hand,  never  buy  a  lot  of 
canned  foods  without  cutting  one  or  more  cans  and  knowing  thereby 
what  you  are  buying.     Even  the  best  known  brands  vary  in  quality. 

It  is  well  to  have  during  the  year  lectures  on  any  lines  of  canned 
foods  you  are  pushing  illustrated  by  open  sample  cans  of  the  goods. 
You  should  require  the  attendance  of  all  your  salesmen  upon  such 
lectures. 

If  you  haven't  time  to  prepare  such  lectures  you  can  find  the  ma- 
terial for  them  in  these  pages.  Such  talks  will  have  most  wonderful 
results  in  arousing  the  interest  of  your  salesmen  and  in  making  them 
feel  strong  and  confident  in  presenting  the  line  to  their  customers. 

Make  an  arrangement  with  a  cheap  restaurant  to  take  all  the 
cut  cans  from  your  sample  table  for  five  cents  a  can  or  more.  It  can 
easily  be  done  and  will  save  more  than  half  the  expense  of  your 
samples,  as  brokers  leave  many  cans  cut  on  your  table  which  cost 
you  nothing. 


36     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  X. 

USEFULNESS  OF  BROKERS— THE  AFFIRMATIVE. 

There  is  a  difference  of  opinion  as  to  the  usefuhiess  of  brokers. 
I  am  presenting  both  sides  of  the  controversy — embodying  the  views 
of  many  with  whom  I  have  discussed  the  subject  and  not  giving  my 
own  views.  My  readers  are  all  intelligent,  practical,  thinking  people 
and  thoroughly  competent  to  draw  their  own  conclusions.  The  af- 
firmative opinions  are  as  follows : 

The  brokerage  business  is  one  of  honor  and  usefulness  if  properly 
and  competently  conducted. 

Canned  foods  packers  could  not  get  along  without  the  services 
of  a  broker,  who  sells  their  output  for  them  in  advance,  helps  them  to 
finance  their  business,  and  saves  them  the  expense,  embarrassment  and 
distress  incident  to  having  to  pack  their  goods  and  then  hunt  around 
for  a  buyer. 

The  broker  is  the  philosopher,  guide  and  friend  of  the  packer — 
telling  him  what  to  pack  and  how  to  pack  it,  and  selling  it  for  him  to 
responsible  people  even  before  it  is  ready  for  market.  His  small  per- 
centage or  brokerage  can  well  be  afforded  by  the  packer  and  should  be 
cheerfully  paid.  It  is  paid  only  when  earned  and  upon  actual  sales, 
and  the  system  is  far  cheaper  than  any  other  sales  method  so  far  found. 

The  broker  is  usually  an  expert  in  his  line  of  goods  and  can  be 
of  great  usefulness  to  both  packer  and  jobber,  for  his  judgment  as  to 
qualities  is  recognized  as  impartial. 

The  broker  well  earns  his  small  percentage  or  brokerage,  for  he 
makes  up  mixed  carloads  so  as  to  save  freight  to  the  jobber  and 
secures  for  the  small  wholesale  buyer  as  low  prices  and  freights  as 
the  large  buyer  can  obtain. 

The  canner  pays  the  brokerage.  He  does  not  put  it  into  his  price, 
as  is  complained ;  but  he  pays  it  out  of  the  amount  he  saves  by  the 
broker's  economy  of  selling  expense.  If  the  canner  had  to  sell  his 
own  product  it  would  cost  him  triple  or  quadruple  as  much  to  do  so  as 
the  brokerage  he  now  pays. 

The  broker  cannot  consistently  be  regarded  as  a  burden  or  ex- 
pense upon  business,  nor  his  brokerage  as  a  tribute  or  tax,  for  his 
services  produce  such  economies^  in  the  process  of  distribution  that 
his  part  of  the  expense  is  far  more  than  counteracted. 

The  broker  is  properly  regarded  as  the  agent  of  both  buyer  and 
seller,  and  should  be  regarded  as  the  friend  and  ally  of  both.  Legally 
he  represents  the  party  who  pays  him  his  brokerage. 

In  political  economy  the  most  effective  results  are  produced  by 
the  "division  of  labor" — which  really  means  the  employment  of  ex- 
pert labor  in  each  process  of  an  undertaking.  The  canned  foods  or 
merchandise  broker  is  thus  employed  in  the  process  of  commercial 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  37 


distribution  as  an  expert,  and  he  saves  enormously  more  to  all  parties 
concerned  than  his  cost. 

Commerce  seeks  the  cheapest  and  best  methods  just  as  water 
seeks  a  channel.  Brokers  are  employed  in  all  countries.  This  proves 
that  they  are  considered  one  of  the  valuable  essentials  of  business  and 
a  part  of  that  intelligence  of  selection  by  universal  choice  which  estab- 
lishes the  usefulness  of  their  occupation  to  the  world  and  its  people. 

Brokers  are  used  to  great  advantage  in  all  important  lines  of 
commerce  and  manufacture  as  well  as  in  the  wholesale  grocery  line. 
They  bring  to  the  attention  of  the  buyer  dry  goods,  boots  and  shoes, 
leather,  iron  and  steel,  shipping,  cotton  and  grain,  provisions,  stocks 
and  bonds,  and,  in  fact,  the  product  of  all  the  important  and  many 
of  the  unimportant  lines  of  human  industry  and  achievement. 

A  buyer  should  patronize  but  few  brokers,  and,  if  possible,  the 
best  and  most  competent;  otherwise  his  transactions  are  public  and 
known  to  his  competitors.  Inexperienced  or  irresponsible  brokers  fre- 
uently  exhibit  or  recite  their  sales  in  order  to  influence  others  to  buy. 

By  sympathetically  encouraging  everyone  who  has  an  ambition 
to  be  a  broker  a  buyer  assists  in  building  up  around  him  an  element 
that  will  take  up  much  of  his  valuable  time  and  be  of  great  dis- 
advantage. 

The  true  broker  does  not  constantly,  persistently  and  insidiously 
try  to  force  goods  upon  you  that  you  do  not  need  and  which  he  knows 
you  should  not  have  ;  nor  does  he  try  to  stuff  orders.  Having  no  regard 
for  a  buyer's  peace  of  mind,  and  caring  nothing  about  his  success  or 
his  usefulness  to  his  house.  Such  a  broker,  figuratively  speaking, 
^'feeds  with  his  feet  in  the  trough,"  and  his  steps  take  hold  on  hell. 

Many  a  buyer  has  been  ruined  and  discredited  by  being  over- 
loaded with  unsalable  goods  by  such  a  broker. 

He  is  not  a  trustworthy  broker  who,  in  order  to  save  his  percent- 
age or  brokerage,  takes  the  part  of  the  seller,  right  or  wrong;  for  he 
will  betray  you  in  your  time  of  greatest  need,  and  he  is  dangerous  to 
do  business  with.  A  broker  should  stand  as  a  great  rock  between 
buyer  and  seller — impartially,  justly  and  immovably  for  the  right. 
He  should  be  the  friend  of  both  parties  and  his  business  relations  with 
them  should  at  all  times  be  absolutely  equitable  and  confidential. 

A  good  broker  can  be  of  great  advantage  to  a  buyer  in  helping 
him  unload  surplus  stock,  and  he  should  be  so  used.  It  is  best,  of 
course,  to  unload  surplus  stock  through  your  own  salesmen,  giving 
your  own  customers  the  benefit  of  the  low  prices.  The  broker  is  the 
next  best  medium. 

Good  brokers  do  not  engage  in  social  conversation  during  business 
hours.  Their  time  is  or  should  be  valuable,  and  so  is  yours.  A  brief 
interchange  of  news  and  views  with  .1  competent  broker  is  sometimes 
both  an  advantage  and  a  pleasure;  but  let  it  be  brief. 


38     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  XL 

USEFULNESS  OF  BROKERS— THE  NEGATIVE. 

The  affirmative  of  this  question  is  in  the  preceding  chapter.  This 
is  the  negative.  My  personal  views  are  a  composite  of  the  two  and 
are  not  given. 

Opinions  in  relation  to  the  necessity  for  brokers  in  the  canned 
foods  line  and  as  to  their  usefulness  are  divergent.  Brokers  do  not 
generally  know  that  fact,  as  people  don't  tell  them  about  it. 

There  are  a  great  many  canned  foods  packers  who  feel  that  the 
2  per  cent  or  3  per  cent  they  pay  brokers  is  a  useless  tribute;  and 
there  are  many  wholesalers  who  feel  that  the  broker's  services  are  not 
of  sufficient  value  to  warrant  them  in  having  2  per  cent,  or  3  per  cent, 
added  to  the  cost  of  their  goods. 

Profits  in  the  wholesale  grocery  line  are  so  reduced  that  2  per 
cent,  on  purchases  would  pay  a  handsome  dividend  on  capital  stock 
and  bridge  the  chasm  between  a  paying  and  an  unprofitable  business. 

The  question  naturally  arises  in  the  minds  of  wholesale  grocers 
who  have  in  their  employ  expert  department  managers,  to  whom  they 
pay  high  salaries,  and  who  frequently  know  more  than  the  brokers 
they  buy  of  about  the  goods  bought :  "Why  should  I  pay  tribute  to  this 
individual,  the  broker,  who  stands  between  me  and  the  manufacturer ; 
and  why  are  my  own  people  not  competent  to  buy  direct?" 

It  requires  little  or  no  capital  to  engage  in  the  brokerage  business, 
and  but  a  fair  familiarity  with  the  goods  represented. 

The  idea  which  the  packer  has  as  to  brokers  is  that,  by  putting 
his  goods  into  brokers'  hands  he  secures  their  faithful  and  constant 
presentation.  He  does  not  realize  that  the  broker  represents  to  the 
trade  probably  a  dozen  canners  in  his  line  and  will  frequently  sell  the 
cheapest  offerings  because  it  is  easiest  to  do  so. 

The  jobber's  idea  is,  and  has  been,  that  the  broker  would  bring 
to  him  his  best  trades  and  bargains  and  protect  his  interests  as  a 
friend,  and  that  it  is  easier  to  buy  through  a  broker  than  to  buy  direct. 
But  it  is  not  always  so. 

The  number  of  brokers  has  increased  enormously  in  ten  years  and 
now  there  are  many  more  brokers  than  buyers. 

There  is  a  great  multitude  of  small  brokers  who  almost  constantly 
beset  a  buyer,  importuning  him  to  buy  goods  which  he  does  not  need. 

The  valuable  time  of  expensive  employes  is  thus  wasted  because 
courtesy  requires  that  brokers  be  treated  with  consideration.  The  most 
important  part  of  a  department  manager's  duties  is  to  keep  the  sales- 
men well  posted  and  to  teach  them  how  to  sell  the  goods  he  buys; 
but  he  should  also  attend  to  the  details  of  his  department. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.     39 


If,  however,  his  time  is  chiefly  absorbed  in  listening  to  a  daily- 
procession  of  brokers,  of  whom  he  seldom  buys  anything,  how  is  he  to 
keep  up  the  efficiency  of  his  department  and  to  do  his  duty  to  his 
house. 

This  condition  may  not  prevail  in  the  smaller  towns  or  cities 
where  brokers  are  not  so  numerous,  but  it  does  prevail  in  the  larger 
places  to  a  most  distressing  extent. 

To  be  compelled  to  receive  fifty  brokers  a  dafy,  or  more,  forty-five 
of  whom  have  nothing  of  interest  to  him,  is  a  soul-harrassing  and 
nerve-destroying  experience  to  a  buyer. 

The  brokerage  business  in  canned  foods  and  in  dried  fruits  is 
heavily  overdone.  There  are  too  many  engaged  in  it  and  the  result 
is  that,  in  order  to  live,  som'e  are  compelled  to  solicit  and  to  sell  to  the 
department  stores,  chain  stores,  and  semi-jobbers.  They  also  do  a 
jobbing  business,  by  co-operating  with  sub-brokers  or  retail  brokers, 
who  have  a  little  capital  and  desk  room  and  sell  any  retailer  who  will 
buy  a  25-case  lot  of  goods — which  these  sub-brokers  buy  of  the  larger 
brokers  from  spot  stock. 

In  this  way  the  legitimate  jobber  is  being  forced  backward  for 
patronage  upon  the  smaller  retail  dealers  who  cannot  buy  in  25-case 
lots  and  who  need  credit.  What  is  the  remedy  for  this  state  of  affairs  ? 
There  are  several !  Wholesale  grocery  buyers  must  adopt  some  of 
them  in  self-protection. 

They  must  fix  buying  hours  when  they  will  receive  brokers,  or 
days  when  they  will  buy,  and  make  no  exception  or  deviatic^n ;  or  they 
must  confine  their  purchases  to  a  few  of  the  best  brokers  who  sell 
only  to  the  wholesale  trade  without  evasion ;  or  they  must  secure  the 
agency  for  certain  packs  of  goods  and  control  of  the  line  for  their  mar- 
ket ;  or  they  must  make  all  their  purchases  by  wire,  telephone  or  mail, 
and  make  none  through  personal  solicitation  at  their  desks;  or  they 
must  buy  all  their  goods  by  bids  or  sealed  proposals  (as  does  the  gov- 
ernment and  certain  large  corporations,  on  samples  submitted)  ;  or 
the  buyers  must  organize  a  buying  exchange,  to  meet  on  certain  days 
and  hours,  where  they  can  interview  the  sellers  and  each  other  and 
do  all  their  buying  there  and  then  from  the  sellers  and  from  each 
other. 

Author's  Note — The  foregoing  negative  side  of  the  proposition, 
"Are  Brokers  Useful?"  is  taken  principally  from  the  opinions  of  sev- 
eral large  buyers  and  of  one  or  two  general  managers  to  whom  I  have 
talked  on  the  subject.  I  do  not  hold  myself  personally  responsible  for 
either  view,  as  I  do  not  agree  fully  with  either  the  negative  or  the 
affirmative. 


40  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  XII. 

HARD   WORK   AND   HARD    PLAY. 

I  have  received  the  following  letter: 
"Friend  Lee: — 

"What  can  I  do  to  save  myself  from  the  constantly  increasing 
cares  of  business,  and  the  work,  the  worry,  the  fretfulness  and  the 
petulance  caused  thereby?  They  seem  to  be  growing  upon  me?" 

"A  WHOLESALE  GROCER." 

It  is  said  that  artistic  genius  is  the  capacity  for  taking  infinite 
pains  with  one's  chosen  work,  and  that  a  great  actor  is  essentially 
one  whose  impersonation  of  a  character  is  to  himself  so  real  that  he 
actually  lives  and  feels  all  the  sentiment,  the  fear,  the  hope,  the  passion 
which  he  depicts. 

The  merchant  of  genius,  whose  ambition  and  pride,  whose  love 
of  and  loyalty  to  his  work,  so  absorb  him  that  he  unconsciously  as- 
sumes greater  responsibilities  and  more  and  more  of  the  details,  is 
a  great  artist  in  his  capacity  for  taking  infinite  pains.  He  is  also  a 
great  actor,  because  he  is  himself  a  part,  the  very  soul  of  his  work. 
Of  such  a  man  it  was  said  in  the  book  of  Proverbs :  "Seest  thou  a  man 
diligent  in  his  business?  He  shall  stand  before  kings;  he  shall  not 
stand  before  mean  men." 

When,  however,  one's  ambition  is  coming  to  its  fulfillment ;  when 
his  work  is  approaching  his  ideal ;  when  the  picture  he  has  placed  upon 
the  canvas  or  the  impersonation  he  has  wrought  has  become  an  estab- 
lished and  safe  business  enterprise ;  when  his  duties  are  beginning  to 
become  monotonous ;  when  the  business  sentiment  which  so  enthused 
him  has  begun  to  wane  and  his  soul  to  shrink  in  distate  from  the  con- 
tinually heaping  up  of  infinite  details ;  when  his  eyesight  has  begun  to 
grow  dim,  his  hair  to  show  the  frost  of  years,  his  power  to  resist  and 
repel  worry  gradually  less,  his  cheerfulness  to  vanish  and  his  petulance 
toward  his  employes,  his  family  and  his  associates  to  increase,  what 
then? 

"For  what  shall  it  profit  a  man,  if  he  gain  the  whole  world  and 
lose  his  own  soul?"  So  says  St.  Mark,  and  the  inquiry  is  pertinent  to 
my  purpose  and  directly  to  the  point,  because  a  man's  optimism,  his 
power  to  resist  annoyance,  his  buoyancy  of  temperament,  his  joy  in  the 
power  and  pleasure  of  achievement,  are  of  his  soul.  They  are  of  his 
life  the  essence,  the  joy,  the  sunshine,  the  fragrance. 

He  may  lose  them  and  may  continue  to  profit  in  a  financial  way 
but  he  is  a  drudge,  a  slave  to  his  business,  governed  by  a  sense  of  duty 
to  others,  blind  to  the  beautiful  in  life,  deaf  to  the  music  in  the  laugh- 
ter of  little  children  and  in  the  songs  of  women  and  birds,  unmoved 
by  sentiments  of  pride  or  compassion,  and  has  a  heart  as  cold  and 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  41 


cheerless  and  as  pitiless  to  himself  and  others  as  the  eternal  ice  of  the 
Arctic  Circle.  What  shall  he  do  then  that  his  mind  may  be  kept  alert, 
his  body  healthful,  his  soul  as  that  of  a  man? 

There  are  several  things  which  he  can  do.  He  can  so  systematize 
his  business  that  he  can  be  away  from  it  and  yet  have  a  directing  hand 
upon  the  lever  which  controls  it.  By  a  system  of  daily  reports  from 
each  department  of  his  business,  to  be  forwarded  to  him,  he  can  regu- 
late it  and  guide  it  almost  as  well  as  if  he  were  present.  Those  reports 
need  not  be  expensive,  for  his  personal  stenographer,  during  his  ab- 
sence, can  compile  and  forward  them.  This  is  the  artist's  method  of 
taking  infinite  pains  with  the  lines  and  the  proportions  of  a  model, 
leaving  others  to  chisel  the  marble  and  hew  to  the  line. 

Again,  he  can  adopt  the  actor's  method  and  have  an  understudy — 
one  so  well  versed  in  his  superior's  duties  that  he  can  assume  them 
acceptably  during  the  absence  of  his  principal. 

In  fact,  this  plan  should  be  put  into  effect  (and  is)  in  nearly  all 
large  business  establishments.  The  manager  of  a  department  should 
understand  and  recognize  the  necessity  for  this  arrangement.  If  he 
is  too  narrow  or  jealous  to  train  up  an  assistant,  he  is,  himself,  not 
broad  enough  for  a  high  commercial  position  or  loyal  enough  to  the 
owners  and  the  future  interests  of  the  business.  "Men  think  all  men 
mortal  but  themselves."  Life  is  exceedingly  uncertain  and  there  are 
times  of  sickness  and  disability,  of  vacations  and  necessary  absences; 
and  there  are  resignations,  reorganizations  and  promotions  of  im- 
portant men  to  higher  positions.  All  these  conditions  must  be  con- 
sidered in  business  enterprises,  especially  those  which  are  incorporated 
(all  should  be)  and  which  are  to  go  on  forever. 

Every  important  position,  from  the  presidency  to  the  head  of  the 
shipping  department  should,  therefore,  in  the  interest  of  the  business 
as  well  as  for  the  welfare  and  mental  peace  of  the  principals,  have  an 
understudy. 

It  is  not  essential  that  there  should  be  two  sets  of  employes  in 
order  to  so  arrange  a  business;  but  the  man  on  the  next  rung  of  the 
ladder  below  can  look  upward,  not  downward,  and  prepare  himself 
to  step  up  higher. 

There  is  nothing  in  the  strenuous  and  arduous  mercantile  life  of 
this  country  and  these  times  except  hard  work  and  hard  play.  In  other 
countries,  where  merchants  live  their  lives  more  sensibly  and  philo- 
sophically, the  aim  usually  is  to  acquire  a  modest  competence;  here 
the  struggle  is  for  great  fortunes  and  superabundant  riches. 

If  one  is  in  this  game,  he  must  play  it  according  to  the  established 
rules  and  custom ;  he  must  go  the  pace ;  he  must  work  hard  and  in 
order  to  keep  himself  physically  and  mentally  competent  he  must  play 
hard. 


42  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


A  hobby,  a  fad,  a  recreation,  to  be  indulged  in  sensibly  and  ac- 
cording to  the  age,  strength  and  physical  powers  of  the  seeker  for 
relief,  should  be  found  and  encouraged  for  hard  workers. 

Horseback  riding,  billiards,  golf,  bowling,  automobiling,  debating, 
photography,  drawing,  the  study  of  languages,  literature,  music,  all 
these  and  a  hundred  other  diversions  are  open  to  the  worn,  tired,  dis- 
couraged worker. 

This  existence  is  but  a  probationary  period  wherein  we  may  or 
may  not  educate  and  equip  ourselves  for  that  higher  existence  for 
which  we  all  hope;  let  us,  therefore,  avoid  becoming  so  absorbed  in 
our  work  that  it  becomes  drudgery  and  while  digging,  delving,  dredg- 
ing for  dollars,  neglect  those  things  which  make  even  more  for  happi- 
ness, health  and  contentment  than  accumulation  of  great  wealth.  Nor 
should  we  forget  that 

"The  soul,  of  origin  divine, 

God's  glorious  image,  freed  from  clay. 

In  heaven's  eternal  sphere  shall  shine — 
A  star  of  day. 

"The  sun  is  but  a  spark  of  fire, 

A  transient  meteor  in  the  sky ; 
The  soul,  immortal  as  its  sire. 

Shall  never  die." 

CHAPTER  XIII. 
CANNED  CORN. 

Next  to  tomatoes,  canned  corn  is  the  most  iniportant  product  of 
the  canning  industry.  Its  consumption  is  almost  wholly  confined  to 
the  United  States,  however,  as  the  use  of  corn  as  food  is  but  little 
known  elsewhere. 

As  a  wholesome,  cheap  and  nutritious  food  product  canned  corn 
is  far  superior  to  tomatoes,  peas,  or  any  other  canned  vegetable. 

Indian  corn  or  maize  is  indigenous  to  this  country  and  was  culti- 
vated by  the  American  Indians  long  before  the  whites  discovered  the 
land. 

Maine  claims  to  pack  the  best  corn  and  bases  the  claim  upon  the 
short,  quick  season  prevailing  in  that  state,  the  natural  qualities  of 
her  soil  and  the  skill  of  her  packers  in  handling  this  product.  New 
York  packs  fine  corn,  as  does  Vermont,  Illinois,  Iowa,  Indiana,  Ohio, 
Maryland,  Nebraska,  Wisconsin,  Minnesota  and  Pennsylvania.  The 
pack  in  the  other  States  is  unimportant  so  far,  but  is  annually  increas- 
ing. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


43 


Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
(Statistics 
subject.) 


Statistics  of  Corn  Canning. 

Cases  of  2  Doz. 
No.  2  Cans. 

n  United  States  in  the  year  1901 4,757,735 

n  United  States  in  the  year  1902 4,113,087 

n  United  States  in  the  year  1903 4,591,146 

n  United  States  in  the  year  1904 11,162,962 

n  United  States  in  the  year  1905 13,018,665 

n  United  States  in  the  year  1906 9,136,160 

n  United  States  in  the  year  1907 6,675,908 

n  United  States  in  the  year  1908 6,779,000 

n  United  States  in  the  year  1909 5,787,000 

n  United  States  in  the  year  1910 10,063,000 

n  United  States  in  the  year  1911 14,301,000 

n  United  States  in  the  year  1912 13,109,000 

n  United  States  in  the  year  1913 7,283,000 

in   more   detail   will   be  found  in   the  chapter  devoted   to   that 


Canners  of  corn  have  in  past  years  experienced  great  difficulty  in 
securing  acreage,  as  farmers  do  not  find  the  raising  of  sweet  corn  for 
canning  purposes  profitable.  They  prefer  to  raise  field  corn,  which, 
because  of  the  high  price  of  cattle  and  swine  to  which  it  is  fed,  brings 
farmers  a  much  better  profit  than  sugar  corn  grown  for  canning. 

Canners  of  this  food  have  therefore  been  compelled  in  many  in- 
stances to  plant  and  grow  their  own  sweet  corn. 

Standards  for  Canned  Corn. — The  standards  established  for  canned 
corn  are  rather  crude  and  indefinite.  The  Baltimore  Canned  Goods 
Exchange  definition  of  standard  canned  corn  reads :  "Sweet  corn  only 
to  be  used,  cut  from  the  cob  while  young  and  tender,  cans  to  cut  out 
full  of  corn." 

The  Ohio  Canners'  Association  adopted  the  following  standard: 
"Fancy — Cans  to  be  well  filled ;  minimum  gross  weight  to  be  23  oz. ; 
absolutely  young  and  tender  stock;  natural  color;  medium  moist  and 
practically  free  from  silk,  cob  and  husk.  Standard — Cans  well  filled; 
minimum  weight  23  oz.  gross;  stock  reasonably  tender;  free  from 
hard  particles;  natural  color." 

Indiana  packers  have  adopted  a  definition  only  for  a  standard 
quality.  It  is  practically  the  same  as  that  of  the  Ohio  Association  ex- 
cept that  the  words  "medium  moist"  are  added  and  the  words  "free 
from  hard  particles"  omitted.  Much  care  is  exercised  by  packers  in 
the  growth  and  selection  of  seed  corn  for  canning  purposes,  and  many 
varieties  are  originated. 

The  professional  seedsmen  usually  grow  Stowell's  Evergreen, 
which  is  a  corn  of  heavy  yield,  but  with  a  large  grain  likely  to  prove 
tough  in  the  can  unless  carefully  handled;  and  Crosby,  which  is  an 


44  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


excellent  corn  but  not  a  heavy  yielder;  and  Country  Gentleman,  which 
is  of  a  deep  grain  and  a  good  yielder,  but  which,  though  of  a  good 
color  and  flavor,  is  hard  to  pack  at  a  proper  stage  of  tenderness. 

Process  of  Corn  Canning. — Acreage  is  contracted  in  the  fall  and 
early  spring.  Inspectors  from  the  factory  visit  the  fields  during  the 
planting  and  growing  season  to  advise  farmers  as  to  the  care  of  the 
crop,  and  to  watch  its  condition  carefully,  ordering  the  farmer  to  bring 
it  to  the  cannery  on  a  certain  date.  Canners  usually  furnish  the  seed, 
deducting  the  value  of  it  from  the  first  deliveries. 

Husking  may  be  done  by  hand,  but  machines  have  been  invented 
that  will  properly  do  this  part  of  the  work.  The  corn  when  husked 
is  run  through  a  brushing  machine  to  remove  the  silk,  then  the  ears 
are  run  through  the  cutters,  which  cut  the  grains  about  half  their 
depth  and  scrape  the  rest  of  the  grain.  After  this  the  cut  corn  is 
run  through  the  silkers  which  remove  what  silk  remains  and  pieces 
of  husk  and  cob.  Now  it  goes  to  the  mixer,  where  it  is  mixed  with  a 
brine  composed  usually  of  water  pure  from  artesian  wells,  25  pounds 
of  sugar  and  20  pounds  of  salt  to  each  100  gallons. 

From  here  the  corn  goes  into  the  cooker,  where  it  is  subjected 
to  a  preliminary  heat  of  about  175  degrees,  then  it  goes  to  the  fillers. 
Fancy  corn  is  somethimes  run  through  a  recutter,  after  coming  from 
the  silkers.  After  the  progress  described,  the  corn  is  subjected  to  the 
same  processes  of  filling,  capping,  sealing,  cooling,  labeling  and  casing 
that  are  common  to  all  other  canned  products. 

Owing  to  the  solidity  of  the  contents,  corn  must  be  heavily  pro- 
cessed, the  formula  being  250  degrees  for  60  minutes  in  the  retorts. 
Corn  packed  in  No.  10  cans  is  very  unreliable  as  it  is  difficult  to  per- 
meate it  with  the  heat  so  as  to  sterilize  it  sufficiently.  Maryland  style, 
or  wet  packed  corn,  is  cut  off  the  cob  either  by  hand  or  by  machine, 
the  whole  grain  being  cut  to  its  full  depth,  and  the  cob  not  scraped; 
it  is  then  packed  in  the  same  brine  as  previously  described.  Some 
packers  use  as  much  as  50  pounds  of  sugar  to  100  gallons  of  water  in 
making  a  brine,  but  the  regular  formula  is  25  pounds  of  sugar  and  20 
pounds  of  salt  to  100  gallons  of  water.  The  entire  process  of  packing 
corn  is  mechanical,  and  is  conducted  in  modern  factories  with  the 
utmost  cleanliness,  and  with  strict  regard  to  sanitary  conditions. 

Buying  Points. — Examine  carefully  for  tenderness  of  grain  and 
for  fullness  of  cans.  Do  not  shake  the  corn  before  opening,  and  open 
some  cans  at  the  cap  end  and  others  at  the  end  opposite  the  cap.  Corn 
is  cheapened  by  the  free  admixture  of  brine,  and  though  it  should  not 
be  so  dry  as  to  solidify  or  cake  in  the  can,  it  should  not  be  sloppy. 

In  an  inspection  stir  the  corn  from  the  bottom  of  the  can,  then  pour 
it  out  in  a  dish  to  find  the  defects,  then  inspect  the  empty  can  for 
evidences  of  dust  or  cinders  from  unwashed  cans  and  for  acid  stains 
down  the  side  seam  and  cap  seam.    A  moist  consistency  is  desirable. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  45 


Do  not  be  too  exacting  about  a  white  color.  A  dead  white  color 
is  occasionally  produced  by  a  corn  starch  filler  or  mixture,  while  a 
heavily  sweetened  corn  safely  processed  will  turn  yellow  in  the  can. 
Such  a  corn,  however,  is  better  and  safer  than  the  starch-mixed  corn. 

Consumers  do  not  care  about  the  color,  as,  when  corn  is  cooked, 
it  always  turns  dark  or  yellow.  A  white  color  is  therefore  not  so 
important  and  frequently  means  poor  quality,  while  a  richer  color 
means  purity,  wholesomeness,  and  a  fine  natural  flavor. 

Selling  Points. — Never,  when  selling,  cut  a  can  of  corn  on  top. 
Cut  on  the  side,  as  the  can  always  looks  fuller  and  nicer.  Never  cut 
the  cap  end  of  the  can,  as  there  is  frequently  some  discoloration  under 
the  cap,  caused  by  the  scorching  of  the  corn  by  the  soldering  iron,  or  by 
the  staining  of  it  by  the  acid  used  to  set  the  solder  around  the  cap. 
Nearly  all  canners  now  label  canned  corn  cap  end  down. 

Always  shake  a  can  of  corn  carefully  before  cutting  it  for  a  buyer. 
If  it  is  packed  too  dry  it  will  thereby  be  mixed  to  a  presentable  con- 
sistency;  if  packed  too  wet,  it  will  be  given  a  thicker  consistency.  Some 
times,  when  corn  freezes  and  thaws  again,  the  water  in  the  brine 
separates  and  rises  to  the  top,  but  a  vigorous  shaking  will  cause  it  to 
combine  again.  Do  not  thrust  a  spoon  to  the  bottom  of  the  can  and 
stir  the  contents  upward;  rather  smooth  the  surface  with  the  spoon, 
for  when  you  stir  the  corn  upward  you  are  apt  to  bring  the  heavy, 
tough  grains  to  the  surface.  Always  try  hard  to  get  your  customer 
to  take  as  high  grade  corn  as  you  can,  for  quality  will  make  him  more 
friends  than  low  prices,  and  will  bind  him  to  you  with  hooks  of  steel. 

Isaac  Winslow,  of  Maine,  is  said  to  have  canned  the  first  corn 
packed  in  the  United  States.  He  had  been  a  sailor  and  had  learned 
the  principle  of  sterilizing  by  heat  in  France.  His  first  experiments 
were  conducted  in  1839,  but  they  were  not  very  successful.  He  applied 
for  a  patent  on  his  method  in  1853 ;  but  the  patent  was  not  granted 
until  1862. 

The  care  with  which  corn  is  handled  has  much  to  do  with  its 
quality  and  flavor,  more,  indeed,  than  the  advantages  of  location  and 
climate. 

Quantity  packers  have  several  times  almost  ruined  the  industry 
of  corn  canning  by  putting  large  blocks  of  tough,  flavorless  canned 
corn  on  the  market.  By  that  means  they  have  distressfully  retarded 
the  growth  of  demand  and  consumption. 

If  insufficiently  cooked,  corn  will  separate  from  the  water  used  in 
the  brine.  When  it  is  permitted  to  freeze  hard,  the  same  result  will 
be  produced. 

"Maine  style"  corn  is  corn  that  has  been  cut  and  mixed  with  the 
milky  cob  scrapings.  "Maryland  style"  corn  is  cut  deeper  and  the  cob 
is  not  scraped. 


46  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Field  corn  is  never  used  for  canning  purposes ;  but  fully  matured 
sugar  or  sweet  corn  too  old  to  can  is  sometimes  used  and  gives  the 
buyer  the  impression  that  it  is  field  corn. 

Every  canned  corn  label  should  have  printed  thereon  a  number 
of  good  tried  recipes  for  favorite  preparations  of  canned  corn.  The 
following  recipes  have  all  been  tested  and  will  bring  delicious  results 
every  time  if  directions  are  followed : 

Corn  Soup. 

1  can  corn, 

1  pint  boiling  water, 

I  pint  milk, 

1  slice  onion, 

2  tablespoons  butter, 
2  tablespoons  flour, 

1  teaspoon  salt, 
Few  grains  pepper. 

Chop  the  corn,  add  water,  simmer  twenty  minutes,  and  rub 
through  a  sieve.  Scald  milk  with  onion,  remove  onion,  and  add  milk 
to  corn.  Bind  with  butter  and  flour  cooked  together.  Add  salt  and 
pepper. 

Green  Corn  Fritters. 

One  can  corn  pulp  chopped  fine,  one  egg  beaten  until  light,  one- 
quarter  cup  flour,  one-quarter  teaspoon  salt,  one-eighth  teaspoon  pep- 
per, one-quarter  teaspoon  baking  powder. 

Method:  Mix  dry  ingredients  and  sift  together.  Combine  the 
egg  and  the  corn  and  add  the  liquid  mixture  to  the  dry.  It  may  be 
necessary  to  add  a  little  more  flour  as  the  fritters  should  be  a  little 
thicker  than  cakes.  Drop  by  spoonfuls  in  deep  hot  fat  and  cook  as 
doughnuts  or  cook  until  fritters  are  done  throughout  and  are  a  deep 
golden  brown  in  color.  Drain  and  serve  hot  with  brown  sugar  or  with 
maple  sugar  syrup.    May  serve  with  cheese  sauce. 

Cheese  sauce:  Thick  white  sauce  to  which  paprika  and  grated 
cheese  are  added. 

Com  a  la  Southern. 

One  can  or  two  and  one-half  cups  corn,  three  eggs  beaten  slightly, 
one  teaspoon  salt,  a  dash  of  pepper,  one  tablespoon  butter  melted,  one 
pint  scalded  milk. 

Method :  Mix  all  together,  turn  into  buttered  baking  dish,  set  in 
pan  of  boiling  water  and  bake  in  slow  oven  until  tender. 

Scalloped  Corn. 

One  can  corn,  two  tablespoons  butter,  one  cup  rich  milk,  one  tea- 
spoon salt,  dash  of  pepper,  one  cup  bread  crumbs  buttered. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  47 


Method:  Melt  two  tablespoons  butter  in  frying  pan.  Add  dry 
crumbs,  stir  until  all  are  coated.  Grease  baking  dish,  put  in  layer 
buttered  crumbs  and  add  corn  and  milk  and  seasoning.  Sprinkle  but- 
tered crumbs  over  top  and  bake  in  moderately  hot  oven  until  crumbs 
are  brown. 

CHAPTER  XIV. 

CANNED  TOMATOES. 

The  tomato,  like  many  other  good  things,  originated  in  America, 
being  a  native  of  tropical  and  South  America.  It  was  formerly  called 
a  Love  Apple,  and  when  first  introduced  into  the  United  States  was 
regarded  as  unwholesome  and  used  only  for  purposes  of  ornamenta- 
tion or  decoration. 

It  is  now  more  largely  cultivated  for  canning  purposes  and  more 
largely  canned  than  any  other  vegetable.  The  United  States  and 
Italy  use  more  canned  tomatoes  than  any  other  countries.  The  vege- 
table grows  to  great  perfection  under  Italian  skies  and  the  people 
of  Italy  use  tomatoes  in  many  ways. 

The  finest  of  sauces  and  catsups  as  well  as  pickles  are  made  from 
tomatoes,  ripe  and  green.  It  is  the  most  economical  of  all  canned 
foods,  and  has  been  called  the  "poor  man's  meat."  The  packing  sta- 
tistics during  the  past  few  years  are  as  follows : 


Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 
Total  pack 


Cases  of  2  Doz. 

No.  3  cans  each. 

n  United  States  1901 4,268,221 

n  United  States  1902 9,282,812 

n  United  States  1903 10,157,615 

n  United  States  1904 8,516,846 

n  United  States  1905 5,555,516 

n  United  States  1906 9,074,965 

n  United  States  1907 13,467,476 

n  United  States  1908 11,479,000 

n  United  States  1909 10,984,000 

n  United  States  1910 9,235,000 

n  United  States  1911 9,749,000 

n  United  States  1912 14,022,000 

n  United  States  1913 14,206,000 


The  figures  quoted  include  No.  10  and  No.  2,  as  well  as  No.  2^ 
sizes,  all  reduced  to  their  equivalent  in  No.  3  cans  in  order  to  simplify 
comparison..  The  largest  production  or  output  of  canned  tomatoes 
comes  from  the  States  named  below,  the  first  named  being  the  largest 
producer,  and  the  others  in  order  as  written,  viz.:  Maryland,  Cali- 
fornia, Delaware,  Indiana,  New  Jersey,  Virginia,  Utah,  Ohio,  Mis- 
souri, Kentucky,  Tennessee,  New  York,  Colorado,  Pennsylvania,  Illi- 


4S  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


nois,  Michigan,  Iowa  and  nearly  every  other  State  in  the  United  States 
to  a  greater  or  less  extent. 

Primitively  tomatoes  were  what  is  known  as  hot  packed,  that  is  ta 
say,  boiled  in  a  kettle  and  then  sealed  in  cans,  processed,  etc. ;  but  that 
method  has  not  been  in  vogue  for  many  years  and  now  the  aim  is  to 
pack  them  as  nearly  solid  and  whole  as  possible. 

The  standards  for  quality  in  canned  tomatoes  adopted  by  several 
associations  of  canners  are  as  follows : 

Adopted  by  Tri-State  Canners'  Association,  Maryland,  New  Jer- 
sey and  Delaware  (No  standard  adopted  for  fancy  grades),  by  Ohio 
Canners'  Association  and  by  Indiana  Canners'  Association. 

Weights  as  given  are  the  minimum.  Contents  of  can  drained  on 
one-quarter-inch  wire  mesh  flat  screen  for  two  minutes ;  98  per  cent,  of 
shipment  to  comply  with  stipulations ;  5  per  cent,  of  shipment  consid- 
ered fair  average  for  testing. 

No.  3  Standard. — Gross  weight,  37  oz.,  and  19  oz.  of  average  ripe 
tomatoes ;  not  necessarily  all  red. 

No.  3  Extra  Standard. — Gross  weight,  38  oz.,  and  20  oz.  of  well 
selected  ripe  tomatoes. 

No.  3  Fancy — Gross  weight,  38  oz.,  and  20  oz.  of  hand-packed, 
whole,  ripe  tomatoes. 

No.  2  Standard. — Gross  weight,  23  oz.,  and  12  oz.  average  ript 
tomatoes ;  not  necessarily  all  red. 

No,  10  Standard. — Gross  weight,  118  oz.,  and  64  oz.  average  ripe 
tomatoes ;  not  necessarily  all  red. 

The  Tri-State  Canners'  Association  revoked  above  standard  Jan- 
uary, 1914. 

Wilmington,  Del.,  January  29,  1914. 

Whereas,  the  Standards  for  Canned  Tomatoes  suggested 
by  the  Committee  of  this  Association  January  28,  1909,  have 
not  to  any  considerable  extent,  been  accepted  and  used  by  the 
members  of  this  Association  in  their  contracts  for  the  sale  of 
their  goods;  and, 

Whereas,  the  Agricultural  Department  at  Washington, 
D.  C,  under  F.  I.  D.  144,  have  a  Regulation  that  is  far  pre- 
ferable to  any  Standard  based  upon  net  weight  of  solids ;  and. 

Whereas,  the  National  Canners'  Association  has  ap- 
pointed a  Committee  to  formulate  a  definition  for  a  uniform 
Standard,  therefore: 

Resolved,  that  the  action  of  the  Tri-State  Packers'  As- 
sociation, as  of  January  28,  1909,  be,  and  the  same  is,  hereby 
withdrawn  and  their  Committee  instructed  to  co-operate  with 
the  Committee  of  the  National  Canners'  Association  for  the 
adoption  of  a  National  Standard. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  49 


For  a  copy  of  Food  Inspector's  decision  144,  above  referred  to, 
see  Chapter  LXV. 

Tomatoes  are  also  packed  in  5-inch,  53/2-inch,  5^-inch  and  6-inch 
cans,  and  a  few  in  No.  6,  or  half-gallon,  and  No.  1,  1>^  and  2^4  sizes, 
as  well  as  in  individual  sizes;  but  all  these  sizes  are  irregular  and  a 
matter  of  special  contract. 

The  sanitary  or  solderless  can  is  being  very  largely  and  generally 
used  in  packing  tomatoes — especially  the  fancy  qualities,  which  are 
packed  red  ripe  and  as  nearly  whole  as  possible  and  must,  therefore, 
be  hand-packed  instead  of  machine  filled. 

Tomatoes  produce  heavily  and  are  easily  cultivated ;  but  they  re- 
quire a  large  proportion  of  hand  labor  in  canning,  more  so  than  peas, 
corn  or  string  beans ;  and  in  fancy  grades  as  much  as  peaches  or  pears. 

There  are  numberless  varieties  grown,  as  nearly  every  packer 
believes  he  has  the  best  variety  and  seed.  The  Stone  tomato  is  a 
round,  smooth,  solid  variety,  and  peels  and  cores  nicely.  The  process 
of  packing  is  not  different  from  the  general  (which  has  frequently  been 
described),  except  as  to  the  peeling  of  tomatoes.  They  are  scalded  in 
live  steam,  then  peeled  by  hand  and  put  in  cold  water  before  being 
filled  in  cans.  The  standards  and  extra  standards,  packed  in  capped 
cans,  are  machine  filled  and,  of  course,  are  much  broken  in  filling. 

Buying  Points. — See  that  your  contract  not  only  quotes  the  grade 
but  also  specifies  ''subject  to  buyer's  approval  of  samples,"  as  there 
are  many  varieties  of  standards ;  and  the  standards  established  by  the 
packers  are  prudently  very  indefinite  as  to  details. 

For  illustration,  the  peeling  may  be  irregular;  a  too  large  pro- 
portion of  green  pieces  may  prevail ;  the  stock  may  have  run  so  green 
that  the  cores  had  to  be  cut  out  so  deeply  that  all  the  seed  cells  are 
broken  and  thereby  the  goods  are  caused  to  look  like  a  can  of  soft 
pulp  and  seeds ;  or  the  goods  may  be  hot  packed  by  some  fellow  who 
hasn't  anything  much  but  a  shed,  a  kettle  and  a  retort. 

There  are  hundreds  of  irresponsible  and  incompetent  packers  in 
the  canned  tomato  business. 

Many  instances  of  improper  or  insufficient  sterilization  occur 
every  year  and  some  fence  corner  packers  slap  the  labels  on  the  cans 
before  they  are  cooled,  load  them,  and  draw  a  sight  draft  against  the 
shipment  in  order  to  get  money  to  continue  packing.  Then,  if  you 
pay  the  draft  and  the  goods  arrive  w4th  about  six  swells  and  many 
rustles  to  the  case,  it  will  be  sometime  before  you  get  your  money 
back. 

Look  up  the  rating  of  the  cannery  you  place  your  contract  with 
and  pay  a  few  cents  more  if  necessary  to  a  responsible  party.  The 
"will  of  the  wisp"  fellows  frequently  do  not  last  long  enough  to  permit 
you  to  collect  for  your  swells,  and  they  are  hurtful  to  the  canning 
business. 


50  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


If  buying  for  your  own  label,  contract  for  a  pinch  of  salt  in  each 
can,  as  it  sweetens  the  flavor  and  counteracts  undue  acidity.  In 
sampling,  taste  the  flavor. 

In  buying  fancy  stock  see  that  the  goods  are  packed  as  near  red 
ripe  as  possible.  Do  not  require  that  they  be  too  neaV  whole.  A  ripe 
tomato  is  preferable  to  a  whole  tomato  partly  green,  and  tomatoes 
must  be  packed  somewhat  green  or  unripe  if  they  stand  up  firmly 
whole  in  the  can  or  when  poured  out  in  a  dish. 

Selling  Points. — In  showing  tomatoes  cut  your  can  on  the  side. 
Nothing  is  so  strong  a  proof  of  inexperienced  salesmanship  as  a  can 
cut  on  top.    It  always  gives  a  bad  impression. 

Spoon  your  sample  from  the  bottom.  That  is  to  say,  lift  the 
contents  gently  above  the  liquid,  but  don't  stir  them  up  or  pour  them 
out  if  you  can  avoid  it,  as  the  green  pieces  or  badly  peeled  pieces  may 
be  at  the  bottom.  Sell  as  few  standards  as  possible  and  work  hard 
to  get  your  buyer  to  take  extra  standard  and  fancy  grades. 

In  showing  your  fancy  grades  of  tomatoes,  get  a  white  enameled 
lined  pan  or  a  glass  dish ;  cut  the  can  on  the  side  all  the  way  round 
from  seam  to  seam,  and  then  hold  your  hand  over  the  tomatoes  and 
let  the  contents  slide  out  gently  into  the  pan  or  dish.  The  tomatoes 
will  hold  their  shape  that  way,  and  it  is  best  to  pour  off  a  little  of  the 
water  before  pouring  out  the  tomatoes. 

The  canned  tomato  is  the  largest  seller  in  the  canned  foods  line 
and,  by  careful  handling  and  study,  can  be  made  very  profitable  to 
both  wholesaler  and  retailer. 

Any  donkey  can  sell  standard  tomatoes  or  granulated  sugar  at 
cost  if  you  will  pin  an  advertising  price  tag  on  him  and  hitch  him  in 
front  of  your  store;  but  it  takes  salesmanship  to  sell  high  grade  and 
profitable  goods. 

CHAPTER  XV. 

CANNED  SALMON. 

The  canned  salmon  industry  has  existed  in  the  United  States  more 
than  60  years.  Previous  to  that  time  a  few  salmon  were  caught  and 
canned  on  the  Atlantic  Coast.  In  1852  William  Hume,  with  two  as- 
sociates, James  Booker  and  Percy  Woodson,  established  the  first  sal- 
mon cannery,  a  very  crude  affair  on  the  Sacramento  River,  just  op- 
posite the  city  of  Sacramento,  then  a  mere  village.  In  1856  he  asso- 
ciated with  himself  Andrew  S.  Hapgood  and  his  brothers,  John  Hume 
and  George  W.  Hume,  also  embarked  in  the  salmon  canning  business 
on  the  Sacramento. 

From  this  humble  beginning  the  industry  of  canning  salmon  has 
grown  to  enormous  proportions.    The  annual  pack  is  now"  more  than 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  51 


seven  million  cases  of  salmon,  containing  each  four  dozen  i6-oz.  cans, 
and  salmon  canning  is  one  of  the  greatest  food-producing  industries 
of  the  world. 

The  demand  for  canned  salmon  has  grown  gradually  so  that  peo- 
ple are  now  familiar  with  the  splendid  value  of  the  product.  A  can 
contains  16  oz.  net  of  solid,  wholesome,  nutritious  and  palatable  food, 
which  is  of  far  better  economical  value  than  meat.  In  the  introductory 
period  people  had  to  be  educated  to  use  canned  salmon,  and  at  several 
stages  of  the  process  there  was  an  overproduction  and  periods  of  great 
depression  and  loss. 

The  high  prices  of  what  are  usually  termed  meats  and  the  per- 
sistent and  intelligent  advertising  by  salmon  packers,  together  with 
their  conscientious  adherence  to  putting  quality  into  their  cans,  has 
now  brought  the  demand  to  such  a  point  that  it  is  no  longer  a  ques- 
tion of  how  much  salmon  can  be  sold.  The  anxious  inquiry  on  the 
part  of  the  dealer,  is  to  how  much  salmon  can  be  produced  and  what 
portion  of  the  production  can  he  obtain. 

Governments,  national,  state  and  foreign,  are  taking  cognizance 
of  the  importance  of  this  valuable  food  resource ;  and  laws  calculated 
to  protect  salmon  from  extermination,  as  well  as  government  and 
private  hatcheries  for  the  propagation  of  salmon,  are  now  effective 
and  numerous. 

I  shall  not  treat  the  varieties  of  salmon  caught  and  canned  from  a 
scientist's  standpoint,  giving  to  each  its  ichthyological  scientific  name, 
nor  shall  I  enter  into  the  deeply  interesting  history  of  the  fish  and  the 
mystery  of  its  life  and  being.  The  commercial  and  utilitarian  point 
of  view  is  the  one  my  audience  is  chiefly  interested  in,  for  they  are 
dealers  in  and  distributors  of  canned  salmon. 

Salmon  is  packed  in  three  standard  sized  cans :  1  pound  tall,  1 
pound  flat,  and  Yi  pound  flat.  The  1  pound  tall  is  the  chiefly  important 
product  and  is  packed  and  filled  almost  wholly  by  machinery.  The 
flat  cans,  1  pound  and  ^  pound,  are  hand-filled ;  therefore  canners  are 
indifferent  about  packing  them  as  they  are  more  expensive  propor- 
tionately because  hand  packed. 

On  the  average,  the  packers  of  canned  salmon  far  surpass  all 
other  canned  food  packers  in  the  carefulness  of  their  work.  Their 
labels  are  neat,  their  cases  are  heavy,  strong  and  handsomely  stenciled, 
their  cans  are  usually  lacquered  to  protect  them  from  the  rust;  and 
the  highest  regard  is  paid  among  all  salmon  canners  to/cleanliness  and 
wholesomeness.  The  greatest  efficiency  and  perfection  in  putting  their 
product  on  the  market  is  also  sought  for. 

The  Columbia  River  packers  can  the  Chinook  or  Quinnat  salmon. 
It  is  a  fish  that  averages  large,  and,  in  perfection,  is  of  superb  quality, 
as  to  texture  of  flesh  and  richness  of  flavor.  It  is  of  rather  a  bright 
pink  color,  the  fish  averaging  about  20  pounds,  but  sometimes  running 


52  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


as  heavy  as  80  pounds.  The  same  identical  fish  is  caught  in  Puget 
Sound,  where  it  is  known  as  Spring  Salmon ;  and  in  Alaska,  where  it 
is  called  King  Salmon. 

The  paramount  objection  to  fine  salmon  is  that  the  salters  and 
picklers  now  take  the  largest  and  finest  fish  and  leave  the  smaller  fish 
to  the  canners — and  these  smaller  fish  are  not  so  desirable  for  canning. 
Then,  as  spawning  progresses,  these  fish  undergo  a  physical  change 
and  the  meat  begins  to  turn  white,  sometimes  running  white  meat  on 
one  side  like  codfish  and  beautiful  pink  on  the  other — which  fault  it  is 
difficult  to  detect.  The  pack  on  the  Columbia  River  is  quite  regular 
each  spring,  but  is  constantly  decreasing  in  quantity  as  fish  grow 
scarcer.  The  Columbia  River  salmon  is  losing  its  former  great  popu- 
larity for  the  reason  mentioned,  there  being  a  decided  preference  for 
deep  red  colored  salmon. 

Saukeye  salmon,  or  Sockeye  as  it  is  usually  but  improperly  writ- 
ten, is  a  name  applied  to  the  fish  which  is  so  largely  packed  on  Puget 
Sound  and  on  the  Frazer  and  other  Canadian  rivers.  It  is  a  smaller 
fish  than  the  Chinook,  averaging  only  about  8  pounds,  and  its  habits 
seem  to  be  different  from  that  of  other  species  of  salmon  as  it  runs 
heavily  in  rivers  opening  into  Puget  Sound  in  quadrennial  periods, 
running  lightly  in  the  off  or  lean  years.  The  quadrennial  periods  occur 
the  years  after  leap  year — for  illustration,  1905,  1909,  1913,  1917,  etc. 

In  Puget  Sound  and  its  tributaries  this  fish  seems  to  run  fatter 
than  in  Alaskan  waters  and  to  be  of  a  brighter,  livelier  red  color  than 
Alaska  canned  fish.  Then  the  season  is  longer  and  canners  can  pack 
with  more  care  and  attention  to  details  on  the  Sound  than  in  Alaska, 
where  the  work  must  all  be  done  in  about  30  days. 

Consequently,  Sockeye  salmon  packed  on  the  Sound  or  on  Frazer 
River  will  be  found  to  be  richer  in  oil  than  Alaska-packed  red  fish,  a 
piece  of  the  belly  fat  being  put  in  each  can  to  produce  oil.  This  is  not 
done  at  the  Alaska  canneries.  What  is  called  Standard  Red  Alaska 
salmon  is  precisely  the  same  fish  as  the  Saukeye,  Blueback  and  Red 
Fish.  The  product  of  the  Puget  Sound  canneries  brings  a  higher 
price  for  the  reasons  I  have  mentioned. 

The  season  for  packing  the  fish  in  Alaska  is  very  brief.  Vessels 
usually  leave  San  Francisco  in  May,  fight  their  way  through  the  ice 
in  Bristol  Bay,  and  arrive  at  the  canneries  in  July.  They  leave  in 
August  to  avoid  being  frozen  in  the  ice,  arriving  in  San  Francisco 
in  September  and  October.  They  take  all  their  supplies  and  labor  with 
them,  and  bring  back  the  canned  fish  and  their  operatives. 

Medium  Red,  or  Cohoe,  or  Silver  salmon  is  very  similar  in  size  to 
the  Red  Salmon.  The  flesh  of  the  fish  is  of  excellent  quality  and 
flavor,  but  paler  than  that  of  Red  Alaska  or  Saukeye.  It  runs  or 
spawns  late  in  the  fall  and  close  to  the  sea,  in  fresh  water,  and  is 


I 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  53 


canned  in  a  limited  way  in  Alaska,  more  freely  on  Puget  Sound.  There 
are  several  other  designations  for  this  salmon,  viz :  Oregon  Red,  etc. 

The  Pink  Salmon  is  a  small  fish,  averaging  about  5  or  6  pounds. 
It  is  more  numerous  than  all  other  kinds  of  salmon  combined.  It 
swarms  in  the  waters  of  South  Eastern  Alaska  and  Puget  Sound.  It 
is  of  softer  flesh  than  other  varieties  and  is  a  light  pink  or  brownish 
color  when  processed  in  a  can.  It  is  nutritious  and  of  good  food  value, 
but  has  little  or  no  oil. 

The  low  price  at  which  it  is  sold  makes  this  salmon  a  splendid 
food  value.  It  runs  in  Alaska  every  year,  but  on  Puget  Sound  only 
every  other  year.  The  run  on  the  Sound  was  and  is  as  follows :  1909, 
1911,  1913,  1915. 

The  Chum  Salmon  is  a  little  larger  in  size  than  the  Red  Alaska 
or  Saukeye  Salmon,  averaging  about  10  or  11  pounds,  and  by  some 
scientists  is  not  regarded  as  properly  belonging  to  the  Salmon  species. 

It  is  said  to  be  a  good  fish  when  fresh,  but  very  soft  and  mushy 
when  cooked,  and  of  pale  color.  The  canned  Chum  or  Dog  Salmon, 
as  it  is  frequently  called,  is  of  a  dirty  white  color  and  has  a  rank,  muddy 
flavor. 

Buying  Points. — For  your  own  label,  buy  salmon  of  packers  of 
reliability  and  established  reputation.  Be  careful  to  avoid  the  canned 
salmon  sharks  who  deal  in  do-overs  or  off  grades  of  salmon,  canned 
after  having  been  too  long  out  of  the  water.  Nothing  is  quite  so  mean 
or  trouble  producing  as  a  lot  of  salmon  which  has  do-overs  or  unsound 
cans  mixed  in,  and  there  is  no  way  to  separate  the  good  from  the  bad. 
Out  of  each  shipment  received  cut  freely  a  number  of  cans  from 
different  cases.  Cut  the  can  on  the  side  near  the  top,  from  one  side 
of  the  can  seam  to  the  other,  and  the  contents  will  then  slide  out  into 
a  pan.  Break  up  the  salmon  and  see  that  it  is  not  what  is  known  as 
tips  and  tails,  that  is,  consisting  of  the  extreme  ends  of  the  fish  near 
the  head  and  tail.  Also  ascertain  if  the  bones  have  been  cooked  soft, 
which  is  an  evidence  that  it  has  been  safely  processed,  and  see  that  the 
meat  is  comparatively  free  from  bruised  pieces.  The  richer  in  oil  the 
salmon  is,  the  better  the  flavor  usually.  Do-overs  cannot  be  told  by 
the  punches  or  vents  on  a  can.  Many  cans  are  tested,  revented  and 
resealed,  and  are  /perfectly  sound  and  sweet,  though  showing  several 
resoldered  vents.  The  test  for  unsound  salmon  is  the  nose.  Any 
good  can  of  salmon  when  first  opened  will  exude  a  little  gas  and  smell, 
but  it  disappears  at  once.  If  the  salmon  is  unsound,  it  will  continue 
to  stink  for  hours.     It  does  not  hurt  canned  salmon  to  freeze. 

Selling  Points. — Cut  salmon  on  the  side,  preferably  at  the  end 
which  has  been  upward  in  the  case,  or  on  the  shelf,  as  the  oil  rises  and 
will  show  at  the  top  of  the  can. 

If  it  is  stored  in  a  cold  place  and  you  desire  to  show  it  to  particu- 
lar customers,  have  a  few  cans  kept  near  a  heater,  as  cold  congeals  the 


54  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


oil  and  prevents  it  from  showing.  Keep  a  few  samples  of  your  fancy 
grades  in  the  warm  salesroom  on  the  shelves.  Never  cut  a  salmon 
can  on  top,  always  on  the  side.  Nothing  is  so  awkward  to  handle  as 
a  can  of  salmon  cut  on  top. 

When  you  open  the  can  see  whether  oil  or  water  shows  before 
you  lift  the  lid  of  the  can ;  if  oil  appears,  lift  lid  carefully  and  let  the 
buyer  look  at  it  before  it  is  poured  out;  if  no  oil  appears,  turn  the 
salmon  out  and  break  it  apart  lengthwise  of  the  can  to  show  the  color 
and  fibre  of  the  fish.  Break  the  tail  pieces  down  the  center,  along  the 
line  of  the  vertebrae  or  back  bone,  and  show  the  inside.  If  the  salmon 
appears  white  on  the  top,  explain  that  fat  is  white  and  a  piece  is  fre- 
quently found  on  top ;  and  pour  out  and  break  up  for  color. 

The  one-pound  flat  cans  are  usually  the  best  to  cut  and  show,  as 
they  are  filled  by  hand  from  the  middle  cuts  of  the  fish  and  will  gen- 
erally show  the  best  oil  color  and  fibre.  Most  large  houses  now  use 
Saukeye  Salmon  for  their  fancy  private  labels,  as  it  is  very  handsome 
and  many  people  choose  with  their  eyes. 

GENERAL  INFORMATION. 

Chinook  Salmon  is  packed  in  June,  July  and  August  and  is  ready 
for  shipment  from  July  to  September. 

Saukeye  Salmon  is  packed  in  July  and  August  and  is  shipped  from 
July  to  September. 

Red  Alaska  Salmon  and  Medium  Red  Alaska  Salmon  are  packed 
in  Alaska  in  July,  but  do  not  arrive  at  Pacific  Coast  ports  for  rail  ship- 
ments before  September. 

Cohoe  Salmon  is  packed  in  October  and  shipped  in  October  and 
November. 

Pink  Salmon  is  packed  in  August  and  September  and  shipped  in 
October. 

Chum  Salmon  is  packed  in  November  and  shipped  in  December. 

Many  salmon  canners  print  recipes  upon  their  can  labels.  Here 
are  some  that  have  been  tried  and  tested: 

Salmon  Toast. 
To  a  cup  of  white  sauce  (see  sauces)  stir  in  a  cupful  of  salmon 
which  has  been  picked  fine,  and  pour  over  rounds  of  crisp  toast.  This 
makes  a  delicious  breakfast  dish. 

Broiled  Salmon. 

From  one  can  of  salmon  remove  skin,  bones  and  oil.  Pour  lemon 
juice  over  the  fish  and  let  it  stand  ten  minutes.  Sprinkle  with  pieces 
of  butter,  pepper  and  salt.  Turn  out  on  broiler  and  broil  over  a  clear 
fire.  Care  should  be  taken  in  removing  fish  from  broiler.  Serve  with 
a  drawn  butter  sauce,  flavoring  with  lemon  juice  if  desired.  Garnish 
and  serve  hot. 


BOOTH  ERECTED  AND  MAINTAINED  BY  THE 
STATE  OF  MINNESOTA  AT  THE  MINNESOTA  CANNERS'  MEETING 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  55 


Scrambled  Eggs  and  Salmon. 

One  can  of  salmon  flaked,  six  eggs,  six  tablespoonfuls  milk  or 
cream,  one-fourth  teaspoonful  of  salt,  cayenne  pepper  to  taste,  one 
tablespoonful  of  butter  and  chopped  parsley.  Put  eggs  into  a  bowl, 
beat  slightly,  add  the  milk,  pepper  and  salt ;  put  butter  in  saucepan  and 
when  hot  add  the  eggs  and  other  ingredients;  when  they  begin  to 
thicken  add  the  salmon.  Before  taking  from  the  stove  sprinkle  with 
parsley.    Garnish  with  toast  and  serve  hot. 

Cold  Salmon. 

Canned  salmon  is  delicious  when  eaten  cold,  just  as  it  is  taken 
from  the  can.  It  may  be  served  with  cold  bearnaise,  mayonnaise,  tar- 
tare  sauce,  lemon  juice  or  vinegar.  Garnish  with  sliced  hard  boiled 
eggs  and  sprigs  of  4?arsley. 

Salmon  Loaves. 

Use  one  stale  roll  for  each  person ;  cut  off  the  tops  of  the  rolls, 
scoop  out  the  crumbs,  brush  inside  and  outside  with  melted  butter,  and 
put  in  a  hot  oven  until  they  are  a  delicate  brown. 

Make  a  creamed  salmon  with  chopped  parsley  and  the  whites  of 
hard  boiled  eggs  in  it.  Heat  the  cases,  fill  with  the  creamed  salmon, 
cover  and  serve. 

Salmon  Chowder. 

One-fourth  pound  pickled  pork,  two  large  onions ;  cut  these  fine 
and  braise  in  same  pot  in  which  the  chowder  is  to  be  made  for  about 
thirty  minutes.  Add  one  can  tomatoes,  one  green  pepper  cut  fine  and 
one  quart  water  or  bouillon.  Let  this  cook  one  hour.  Add  one  pound 
potatoes  cut  in  small  pieces;  cook  twenty  minutes  and  add  one  can 
of  salmon,  one  pint  milk  or  cream  and  a  few  broken  crackers.  Season 
to  taste.    This  will  serve  about  ten  persons. 

Hollandaise  Sauce. 

In  a  saucepan  or  bowl  rub  to  a  cream  one-half  cup  of  butter;  add 
yolks  of  five  eggs  and  beat  well  together;  then  add  the  juice  of  one- 
half  a  lemon,  one-half  teaspoonful  of  salt  and  a  dash  of  cayenne 
pepper;  pour  in  slowly  one  cup  of  hot  water.  Mix  well,  set  in  sauce- 
pan of  hot  water  and  stir  constantly  till  it  becomes  like  thick  cream. 
Do  not  let  it  boil.  Remove  from  fire  and  continue  to  stir  for  a  few 
minutes.    This  is  one  of  the  best  sauces  for  fish,  hot  or  cold. 

Sauce  Tartare. 
Yolks  of  two  eggs,  one-quarter  teaspoonful  salt,  pinch  of  pepper, 
one  tablespoonful  of  tarragon  vinegar,  one  level  teaspoonful  of  mus- 
tard, one  teaspoonful  of  chopped  parsley,  one  tablespoonful  of  chopped 
gherkins  or  capers.  Mix  yolks  of  eggs,  salt,  pepper,  tarragon  vinegar, 
and  mustard ;  stir  until  smooth ;  then  add  a  gill  of  salad  oil  drop  by 


56 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


drop.  Stir  in  the  chopped  parsley,  gherkins  or  capers  with  a  fork. 
If  the  sauce  is  not  sharp  enough  ^to  taste,  add  more  vinegar  or  lemon 
juice. 

Drawn  Butter  Sauce. 

One-half  cup  of  butter,  two  tablespoonfuls  of  flour,  sprig  of 
parsley.  Melt  butter  in  stew  pan,  add  flour  and  mix  until  smooth; 
then  pour  in  gradually  a  pint  of  boiling  water,  beating  each  time. 

White  Sauce. 

Two  level  tablespoonfuls  of  flour,  two  level  tablespoonfuls  of 
butter,  one  cup  of  hot  milk,  one-fourth  teaspoonful  of  salt,  pinch  of 
pepper.  Melt  butter  in  saucepan  until  it  bubbles;  add  the  flour,  salt 
and  pepper;  mix  until  smooth;  then  pour  the  hot  milk  in  gradually, 
stirring  and  beating  each  time.    Cook  until  it  thickens. 

The  total  pack  of  salmon,  estimated  in  cases  of  four  dozen  one 
pound  cans  each,  for  a  number  of  years  has  been  as  follows : 

Total,  year  1890,  cases  of  4  dozen 1,633,419 

Total,  year  1891,  cases  of  4  dozen 1,576,737 

Total,  year  1892,  cases  of  4  dozen 1,328,979 

Total,  year  1893,  cases  of  4  dozen 1,870,470 

Total,  year  1894,  cases  of  4  dozen 1,898,867 

Total,  year  1895,  cases  of  4  dozen 2,090,016 

Total,  year  1896,  cases  of  4  dozen 2,397,608 

Total,  year  1897,  cases  of  4  dozen 3,072,731 

Total,  year  1898,  cases  of  4  dozen 2,409,009 

Total,  year  1899,  cases  of  4  dozen 3,138,040 

Total,  year  1900,  cases  of  4  dozen 2,994,485 

Total,  year  1901,  cases  of  4  dozen 5,040,961 

Total,  year  1902,  cases  of  4  dozen 4,259,186 

Total,  year  1903,  cases  of  4  dozen 3,606,411 

Total,  year  1904,  cases  of  4  dozen. 3,323,624 

Total,  year  1905,  cases  of  4  dozen 4,630,685 

Total,  year  1906,  cases  of  4  dozen 3,774,423 

Total,  year  1907,  cases  of  4  dozen 3,869,469 

Total,  year  1908,  cases  of  4  dozen 3,885,069 

Total,  year  1909,  cases  of  4  dozen 5,288,560 

Total,  year  1910,  cases  of  4  dozen 4,312,974 

Total,  year  1911,  cases  of  4  dozen 5,904,500 

Total,  year  1912,  cases  of  4  dozen 5,960,447 

Total,  year  1913,  cases  of  4  dozen *7,767,000 

♦Estimated. 

The  detailed  canning  statistics  will  be  found  elsewhere  in  this 
book,  under  a  special  chapter  on  that  subject. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.      57 

CHAPTER  XVI. 

EMPLOYMENT  OF  SALESMEN. 

The  most  practical,  the  most  permanent  and  the  most  profitable 
method  to  employ  salesmen  in  the  wholesale  grocery  line  is  on  part 
profits.     It  is  fairest  to  the  salesmen  and  fairest  to  the  house. 

Most  of  the  large  and  thoroughly  organized  money-making 
houses  in  the  United  States  employ  their  men  that  way. 

Give  a  well  posted  man  of  good  habits  and  character  a  certain 
list  of  customers,  50,  75,  100  in  number,  more  to  start  with,  but  100 
is  as  many  as  he  can  wait  on  regularly.  Don't  give  him  a  "territory." 
That  is  a  foolish  method.  No  man  can  sell  all  the  good  merchants  in 
a  territory  or  on  a  route.  Some  will  not  buy  of  him  because  others 
do,  and  some  won't  like  him.  Give  a  man  a  list  of  customers,  and,  if 
the  towns  are  large  enough,  put  another  man  on  the  same  route  to 
sell  dealers  that  the  first  man  can  not  influence. 

Large  metropolitan  wholesale  grocery  houses  usually  give  city 
salesmen  40  per  cent,  to  45  per  cent,  of  the  gross  profits,  and  country 
salesmen,  who  pay  their  own  traveling  expenses,  45  per  cent,  to  50  per 
cent,  of  the  gross  profits  on  all  business  which  comes  from  their  list 
of  customers,  directly  or  indirectly.  A  salesman  of  known  earning 
capacity  is  usually  given  a  drawing  account  of  so  much  a  week,  and 
settlements  are  made  each  three  moiths.  Under  these  arrangements 
salesmen  stand  40,  45  or  50  per  cent  of  the  loss  by  bad  debts  made  by 
them. 

A  new  salesman  of  untried  ability  is  usually  "tried  out"  for  a  few 
weeks  at  his  own  expense,  before  being  allowed  a  drawing  account. 
No  man  without  a  fair  practical  knowledge  of  the  line  of  goods  should 
be  encouraged  or  permitted  to  call  on  the  trade,  as  he  merely  is  an 
object  of  ridicule  and  pity  to  retail  merchants,  who  at  once  note  his 
ignorance.  Men  taken  out  of  your  salesroom,  or  packing  room,  or 
office,  who  have  been  brought  up  in  the  business,  make  the  best  sales- 
men ;  well-posted  retail  grocers  the  next  best. 

The  part  profit  arrangement  is  the  best  for  salesmen.  They  fix 
their  own  salaries.  If  they  want  more  pay  they  can  get  it  by  doing 
more  and  better  work.  Their  remuneration  is  automatic  and  self- 
adjusting,  and  they  don't  have  to  be  eternally  kicking  for  an  increase 
in  pay.    They  can  get  it  without  asking  for  it,  merely  by  working  for  it. 

Absolute  good  faith  must  be  kept  with  salesmen  who  work  under 
such  an  arrangement.  A  lack  of  confidence  on  their  part  is  a  bad  con- 
dition of  aflfairs. 

Costs  should  be  given  on  every  article  in  your  price  books,  as  the 
men  want  to  know  how  much  they  are  making. 


S8     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Keep  close  to  your  salesmen,  treat  them  as  personal  friends,  and 
take  an  interest  in  their  welfare.  Gain  their  confidence.  It  pays  and 
pays  well  to  do  so. 

Educate  your  men  in  your  line.  Furnish  them  with  all  the  in- 
formation about  goods  you  can  impart  or  secure  for  them.  A  well 
informed  salesman  is  a  ''thing  of  beauty  and  a  joy  forever;"  an  igno- 
rant, careless  and  indifferent  salesmen,  is  a  nuisance  and  a  vexation. 

The  part  profit  arrangement  requires  the  keeping  of  no  expense 
accounts,  for  the  salesman  pays  his  own  expenses. 

It  is  usual  to  figure  profits  on  the  order  or  shipping  blanks,  with 
red  or  blue  pencil  or  with  ink  (ink  is  better,  as  it  can  not  be  changed 
easily).  There  is  no  room  for  disputes  if  your  profit  clerk  under- 
stands his  business.  Your  salesmen  should  be  permitted  to  refigure 
their  profits  if  they  choose,  otherwise  you  can  not  hold  their  confi- 
dence and  that  is  very  important.  Most  of  them  are  too  careless  to 
do  so,  however,  unless  they  think  they  are  being  grossly  outfigured. 

If  there  is  any  adjusting  of  costs  or  prices  to  do  in  order  to  cover 
the  difference  between  apparent  and  real  costs,  do  it  in  your  price 
book  and  change  bulletins  daily;  don't  let  your  profit  clerk  do  it. 
Make  him  hew  to  the  line  and  give  him  no  information  that  does  not 
go  to  the  salesmen  ;  but  have  him  preserve  carefully  a  file  of  all  changes 
and  costs,  with  dates,  so  as  to  sustain  himself  in  any  argument  or 
difference  of  opinion.  It  is  best,  also,  to  arrange  with  him  to  take  a 
calling  down  good  naturedly,  though  seriously,  when  he  is  caught  in 
an  error  against  a  salesman.  Give  :t  to  him  hard  in  the  salesman's 
presence.  The  profit  clerk  must  be  the  "goat"  in  such  matters  and 
understand  that  it  is  a  part  of  his  duty  and  that  he  is  paid  for  it. 

Beware  of  special  costs  to  favored  salesmen.  They  are  ruinous, 
and  will  keep  the  whole  system  of  your  business  demoralized.  Every 
man  must  be  treated  alike  and  it  must  be  understood  that  your  state- 
ments of  costs  are  final  and  not  to  be  discussed  or  debated.  It  is  also 
essential  to  have  a  selling  price  and  to  enforce  as  close  adherence  to 
it  as  conditions  of  competition  will  permit.  On  your  own  brand  or 
label,  make  the  price  absolutely  undeviating  and  preferably  designate 
costs  on  private  labeled  goods  as  a  percentage  below  selling  price 
rather  than  in  flat  figures. 

Profits  should  be  figured  daily  and  kept  right  up  to  date.  It  is 
just  as  important  as  to  balance  the  cash.  You  do  not  know  which  way 
the  ship  is  drifting  unless  you  take  a  daily  reckoning. 

Know  every  morning  or  afternoon  what  the  figured  profits  were 
the  previous  day.  At  the  end  of  the  month,  know  what  every  sales- 
man's profits  were  and  in  which  department  he  made  them  and  what 
the  profits  of  each  department  were.  Two  clerks  can  do  all  the 
work.  They  can  also  put  in  the  hands  of  the  cashier  each  salesman's 
profits  at  the  end  of  the  week  so  he  can  draw  his  money  on  Monday. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  59 


Give  each  salesman  a  list  of  customers  and  do  not  let  any  other 
salesmen  interfere  with  them.  His  list  of  customers  is  his  ''potato 
patch,"  let  him  hoe  it,  and  the  house  take  its  share  of  the  crop. 

If  he  don't  hoe  it,  take  neglected  customers  away  from  him  and 
give  them  to  someone  else,  provided  a  customer  has  not  been  sold 
during  60  days,  unless  there  is  a  good  excuse.  The  house  gets  the 
benefit  of  mail,  call  or  telephone  orders,  from  buyers  who  are  not  on 
any  salesman's  list.  Each  department  man  and  member  of  the  firm 
should  have  a  list  of  personal  customers,  whom  he  solicits  by  mail  or 
waits  upon  when  they  call,  and  profits  should  be  figured  and  an  abso- 
lutely accurate  profit  account  kept  on  every  sale,  including  jobbing 
sales. 

Where  there  is  a  loss  on  an  order  it  should  be  so  figured  and 
deducted  from  the  profit  statement. 

Keep  a  record  of  comparative  profits  from  the  same  day  and 
period  the  previous  year. 

A  record  of  daily,  weekly  and  monthly  profits,  percentages  and 
sales,  when  once  established,  is  invaluable,  and  as  important  for  com- 
parison as  is  a  compass  to  a  ship. 

Do  not  attempt  to  figure  profits  on  future  sales  or  anything  else 
until  shipment  is  made  or  goods  delivered.  There  are  too  many 
changes  which  are  apt  to  occur  in  an  order.  Cancellations,  death, 
failure,  depreciation  of  credit  and  other  causes  are  apt  to  render  the 
business  void. 

It  is  best  to  leave  the  profits  on  future  sales  uncomputed  when 
salesmen  can  afford  to  do  so  until  the  goods  are  delivered.  Make  them 
a  kind  of  savings  bank  for  salesmen  and  a  bond  to  tie  them  to  a  house. 
W^hen  a  salesman  has  a  big  line  of  futures  out,  he  will  hesitate  to 
change  or  accept  offers  from  other  employers.  Then,  when  his  profits 
come  rolling  in  heavily  in  September,  October,  November  and  De- 
cember, he  is  in  a  good  humor  January  ist  and  disposed  to  renew  his 
contract. 

CHAPTER  XVII. 

SELLING  POINTS  FOR  SALESMEN. 

If  you  do  not  know  more  about  the  goods  you  offer  than  the  man 
you  are  offering  them  to,  you  are  at  a  great  disadvantage.  To  coun- 
teract that  disadvantage,  learn  all  you  can  about  the  article  you  are 
offering  before  you  visit  the  buyer. 

Get  the  information  from  your  buyer  or  department  manager. 
Ask  him  questions.  Get  him  to  cut  a  sample  can  of  the  goods  and  to 
compare  it  with  the  quality  of  some  competitive  brand,  which  you 
know  you  will  be  likely  to  "bump  up  against."  Learn  where,  how  and 


6o  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


when  the  goods  are  canned  and  in  what  respect  the  article  you  are 
offering  excels.  If  it  apparently  has  defects  or  bad  points,  ask  about 
them  and  get  the  argument  that  will  excuse  or  justify  them. 

Don't  try  to  learn  the  entire  canned  foods  line  in  a  day  or  in  a 
week.  Learn  one  thing  at  a  time  and  learn  it  well.  Watch  the  cut- 
ting or  sampling  table  closely  and  inspect  every  can  that  is  cut  if 
possible,  and  thereby  learn  what  the  quality,  grade  and  selling  points 
of  the  stock  are. 

Always  assume  a  positive  attitude  toward  a  buyer,  not  a  negative 
one.  It  is  a  common  fault  for  a  salesman  to  say  to  a  buyer  "I  guess 
you  don't  want  any  canned  foods  today,  do  you?"  or,  "I  reckon  your 
stock  of  canned  corn  is  full,  huh?"  A  buyer  will  invariably  agree 
with  a  negative  salesman  and  give  the  next  positive  salesman  who 
comes  along  an  order  for  the  very  article  the  negative  man  inferred 
that  the  buyer  did  not  need. 

Don't  waste  a  busy  buyer's  time.  Talk  your  goods  and  prices  and 
show  your  samples  and  get  out.  Nothing  exasperates  a  busy  man 
more  than  to  have  his  time  wasted  with  stale  jokes  and  rancid  stories, 
and  the  busy  buyers  are  the  boys  who  do  the  business  and  whom  it 
pays  to  please  and  cultivate. 

I  saw  a  card  on  a  buyer's  desk  once  which  read  as  follows :  "What 
is  a  sociable  man?  Answer — A  man  who,  when  he  has  a  half  hour  to 
spare,  inflicts  his  company  on  a  man  who  has  not  a  minute  to  spare." 

Selling  goods  is  largely  a  matter  of  industry.  Don't  be  a  "rubber 
ball"  salesman,  just  to  hit  and  bounce  off,  but  be  positive,  reasonably 
persistent,  good  natured  and  patient,  and  keep  moving. 

A  salesman  said  to  me,  "I  spent  two  hours  with  that  fellow  but 
couldn't  sell  him  a  thing."  I  replied,  "You  spent  one  hour  and  three- 
quarters  too  long  with  him.  He  is  a  busy  man,  knows  what  he  wants, 
and  will  probably  never  forget  or  forgive  you  for  wasting  his  time." 
Another,  a  city  salesman,  said  to  me :  "I  made  fifty  calls  yesterday 
and  sold  only  two  little  bills."  I  replied,  "You  made  thirty-five  calls 
too  many.  If  you  had  made  fifteen  and  been  patient  and  reasonably 
persistent  you  would  have  done  better." 

In  seeking  knowledge  about  goods,  don't  do  so  for  the  purpose 
of  arrogating  superiority  for  yourself  and  belittling  your  customer. 
If  he  thinks  he  knows  more  than  you  do  and  is  egotistically  difficult, 
ask  him  questions,  which  is  the  Socratic  method  of  reasoning,  until 
you  lead  him  into  deep  water  over  his  head.  This  will  humble  him 
without  offending  him.  Pretend  to  be  seeking  information  from  him. 
You  will  soon  have  him  floundering. 

Don't  cut  a  sample  of  canned  foods  for  a  small  buyer,  who  merely 
wants  a  case  or  two.  Show  him  the  label  and  describe  the  quality  to 
him.     Samples  are  expensive  and  should  be  used  only  upon  buyers 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  6i 


who  order  freely,  either  to  induce  them  to  purchase  or  to  start  your 
line  in  a  good  store. 

Never  cut  a  sample  when  you  can  sell  the  goods  without  doing  so 
and  never  propose  to  compare  samples  with  another  line  unless  you 
are  sure  of  your  superiority.  More  sales  are  lost  by  comparing  quali- 
ties and  cutting  samples  than  are  made. 

If  your  can  opens  better  than  that  of  the  retailer,  you  vex  and 
humiliate  him  and  he  usually  will  not  buy.  If  your  can  opens  poorer 
than  his,  he  humiliates  and  ridicules  you  and  don't  buy. 

Frequently,  however,  it  works  the  opposite  way  and  the  dealer 
will  buy  when  you  show  the  best  value ;  but  never  when  you  show  the 
poorest.  Therefore,  you  run  a  chance  always  when  you  cut  a  sample 
of  losing  a  sale  as  well  as  of  making  one.  The  wise  salesman  takes  no 
unnecessary  risk  or  chance. 

If,  howe-ver,  you  are  sure  of  your  quality  and  its  excellence,  cut 
your  can  and  call  the  attention  of  clerks  and  customers,  who  are 
present  in  the  store,  to  the  quality — and  make  a  noise  about  it. 

Canned  Corn. — The  selling  points  on  canned  corn  are  freedom 
from  acid  stain  around  the  inside  of  the  cap  of  the  can,  tenderness  of 
the  grain,  freedom  of  the  grain  from  tough  skin,  an  attractive  consis- 
tency, not  too  wet  or  too  dry,  the  fill  of  the  can,  and  the  natural  sweet- 
ness or  flavor  and  brightness  of  the  color.  All  corn  should  have  some 
sugar  and  a  little  salt  in  the  cans ;  but  too  much  of  either  spoils  the 
natural  flavor  and  too  much  sugar  darkens  the  color.  A  very  heavy 
cook  or  a  failure  to  cool  the  cans  promptly  after  processing,  will  darken 
the  color  decidedly. 

Before  cutting  a  sample  can  of  corn,  shake  it  and  shake  it  hard. 
This  will  give  it  a  good  consistency.  Cut  your  cans  on  the  side 
always.  Insert  the  can  cutter  just  beyond  the  side  seam  and  cut 
evenly  around  the  can,  but  be  careful — very  careful — not  to  let  the  can 
slip,  as  the  ragged  edge  of  the  tin  will  make  an  ugly  and  painful  wound. 
If  you  don't  know  how  to  open  a  can  on  the  side,  ask  the  department 
man  to  open  it  for  you.  Never  show  a  can  of  goods  by  opening  it  on 
the  top.     It  always  looks  slack-filled. 

Always,  in  selling,  cut  a  can  of  corn  on  the  bottom  or  end  opposite 
the  cap :  for  if  there  is  any  acid  stain  or  discoloration,  caused  by  the 
nijection  of  muriatic  acid  (used  as  a  flux  to  fix  the  solder  around  the 
cap),  it  is  at  the  cap  end. 

Spoon  corn  up  from  the  center  of  the  can  to  the  top.  It  is  always 
of  brighter  color  in  the  center  than  elsewhere  as  the  cooking  has  not 
discolored  it  there.  Learn  from  your  buyer  or  department  manager 
how  to  distinguish  between  the  different  kinds  of  corn — Crosby,  Ever- 
green, Zig  Zag,  Mason's,  Shoe  Peg  and  Country  Gentleman  being  the 
most  commonly  grown  varieties. 


62  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Canned  Tomatoes — The  selling  points  are:  Fill  of  can,  freedom 
from  green  pieces,  cores  or  skin,  and  the  flavor.  This  last  is  very  much 
improved  by  the  addition  of  a  little  salt  when  packed.  Never  pour  a 
tomato  out  into  a  pan.  It  spreads  too  much  and  looks  badly  unless  the 
goods  are  hand-packed  whole.  In  that  case  put  one  hand  over  the 
fruit  and  empty  out  carefully,  so  as  to  keep  it  from  spreading  out  too 
much.  Look  carefully  for  black,  sunburned  pieces  of  skin  and  taste 
carefully  to  detect  the  presence  of  rotten  tomatoes. 

Don't  Shake  the  Can — In  fact,  all  canned  foods  show  better  in  the 
can  than  when  poured  out  (except  firm  and  handsome  fruit),  unless 
the  can  is  slack-filled.  Even  then  a  buyer  should  be  permitted  to  see 
the  fill  and  know  just  what  he  is  buying. 

Canned  Peas. — Never,  never  shake  a  can  of  peas.  Clear  liquor  is 
a  desirable  selling  point  and  shaking  stirs  up  all  the  sediment  and 
muddies  the  liquor.  The  selling  points  are :  Uniform  size  or  accurate 
grading,  clear  liquor,  freedom  from  sediment  in  the  can,  freedom  from 
pieces  of  pods,  leaves  or  black  peas,  freedom  from  hard  or  yellow  peas, 
tenderness  and  sweet  flavor. 

Canned  Salmon — Cut  salmon  cans  on  the  side,  otherwise  you  will 
have  to  tear  the  contents  to  bits  to  get  them  out.  When  cut  on  the 
side,  salmon  will  slide  out  in  a  solid  piece.  If  the  can  has  nice  red 
oil,  show  it  before  you  pour  the  salmon  out;  then,  after  the  salmon 
is  in  the  pan  or  dish,  break  it  up.  There  is  always  some  skin  or  bones 
in  salmon ;  break  up  the  flakes  and  show  the  color.  The  selling  points 
are  richness  in  oil  or  fat,  attractive  color,  fresh  nutty  flavor,  and  free- 
dom from  the  smell  or  taint  caused  by  packing  stale  fish. 

These  selling  points  wil  lead  to  the  observation  of  others  all 
along  the  line  of  canned  foods.  It  is  impossible  in  a  single  chapter  to 
cover  the  points  of  each  article,  therefore  I  have  given  merely  the  four 
great  staples, — corn,  tomatoes,  peas  and  salmon. 

Finally — Gain  your  buyer's  confidence  by  always  telling  him  the 
truth  about  goods,  so  that  he  will  trust  you  and  your  truthfulness  and 
judgment  rather  than  trust  his  own.  This  policy  alv/ays  wins  and 
never  wears  out. 

Don't  induce  your  buyer  to  take  more  goods  than  he  ought  to  buy 
at  one  time.  Don't  exaggerate  the  merit  of  the  article  you  are  showing 
him,  and  don't  induce  him  to  buy  speculatively  by  making  him  believe 
that  the  market  will  go  higher,  unless  you  have  good  information  and 
reasons  that  make  you  believe  it  will. 

Don't  let  every  little  complaint  about  canned  foods  excite  you  or 
discourage  you.  Canned  foods  are  perishable.  A  case  roughly  han- 
dled will  cause  the  solder  or  a  seam  to  break  and  the  contents  to  leak 
on  other  cans  and  spoil  the  labels  and  rust  the  cans.  Such  goods  can 
be  returned,  allowed  for,  and  credited ;  but  because  one  case  is  found 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  63 


in  that  condition  there  is  no  reason  for  supposing  that  the  entire  lot 
is  bad.  Keep  cool  and  examine  a  few  cases  of  the  lot  with  the  cus- 
tomer before  allowing  a  lot  of  goods  to  be  condemned  because  one  case 
is  damaged. 

CHAPTER  XVIII. 

STRING  BEANS. 

Much  more  care  and  attention  is  being  given  to  the  cultivation 
ard  canning  of  string  beans  than  formerly,  and  the  article  is  conse- 
quently growing  in  public  esteem  and  consumption.  Many  years  ago 
string  beans  were  canned  as  an  article  with  which  to  fill  in  intervals 
between  more  important  products.  So  much  hand  labor  was  essential 
to  handling  and  properly  grading  string  beans  that  the  expense  made 
them  unsalable. 

Now,  however,  methods  of  cultivation  have  been  greatly  improved 
and  grading  machines  have  been  so  perfected  that  fine  qualities 
can  be  produced  and  sold  at  a  reasonable  price. 

Beans  are  of  very  ancient  origin  and  were  cultivated  and  are  men- 
tioned in  the  history  of  Asia  and  Southern  Europe,  back  into  the  dis- 
tant centuries.  They  are  regarded  as  highly  nutritious  and  wholesome 
and  when  properly  prepared  are  most  palatable. 

They  are  of  the  botanical  order  of  Leguminosae  and  the  plants 
are  of  annual  growth,  reaching  a  height  of  from  2  to  4  feet.  Many  of 
the  packers  of  New  York,  Michigan  and  Wisconsin  give  great  atten- 
tion to  the  cultivation  and  canning  of  string  beans,  and  Maryland 
packs  some  ot  fine  quality ;  but  the  best  climatic  essentials  to  packing 
fine  string  beans  are  found  north  of  latitude  43,  as  a  cool  temperature 
and  slow  growth  are  desirable. 

String  beans  yield  prolifically  and  such  a  graduated  succession  of 
crops  is  possible  that  the  canning  of  them  can  be  conducted  longer 
than  that  of  most  any  other  green  vegetable.  Formerly  they  were 
gathered  and  preserved  in  casks  so  that  they  could  be  canned  all 
during  the  wmter;  but  as  it  was  necessary  to  use  preservatives,  now 
prohibited  by  the  pure  food  laws,  that  method  has  been  abandoned. 

The  variety  most  generally  used  is  the  1000-1  variety  of  green 
Refugees,  which  owes  its  popularity  to  the  fact  that  it  is  not  only  the 
most  prolific  yielder,  but  is  the  best  of  the  different  kinds  in  point  of 
flavor  and  aj^pearance.  The  beans  are  picked  from  the  vines  by  hand 
and  delivered  at  the  factory.  There  the  first  operation  is  the  "snip- 
ping." This  is  done  by  women.  These,  with  their  fingers,  break  off 
the  stem  and  tip  end  of  each  bean  and  remove  the  string,  if  any  has 
developed.  The  strings  are  usually  found  only  in  the  large  sized 
beans;  but,  occasionally,  when  the  beans  come  into  the  factory  in  a 


64  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


very  crisp  condition,  the  string  breaks  when  the  ends  of  the  beans  are 
removed,  thus  remaining  on  the  large  size  of  whole  beans  as  well  as 
on  the  cut  beans. 

The  next  operation  is  the  grading  of  the  beans  by  special  ma- 
chinery into  five  different  sizes.  The  largest  size  is  cut  into  pieces 
about  an  inch  long  by  a  special  machine.  This  is  done  for  con- 
venience in  filling  the  beans  into  the  can  and  to  counteract  the  stringi- 
ness  of  the  larger  sizes  or  older  beans.  The  other  four  sizes  are 
canned  whole.. 

After  this  the  beans  are  blanched  or  given  a  short  cooking  before 
being  filled  into  the  cans.  This  blanching  serves  the  double  purpose 
of  a  thorough  cleansing  of  the  beans  and  of  reducing  them  to  a  pliable 
condition  so  that  they  can  be  packed  closely  into  the  cans.  The  cans 
are  then  filled  with  brine  made  from  salt,  sugar  and  water,  sealed,  and 
given  the  required  process. 

While  the  operation  of  handling  and  canning  string  beans  is  very 
simple,  yet  a  large  part  of  the  difference  which  exists  between  fancy 
and  ordinary  stock  is  due  to  the  care  with  which  these  few  simple 
operations  are  performed.  Michigan,  New  York,  Northern  Ohio  and 
Wisconsin  are  provided  with  splendid  climatic  conditions  for  the 
growth  of  string  beans. 

The  four  sizes  of  string  beans  are  called  No.  1  Sieve,  or  Tiny; 
No.  2  Sieve ;  No.  3  Sieve ;  No.  4  Sieve,  all  whole ;  while  the  Cut  Refugee 
grade  includes  all  the  largest  or  No.  5  size.  Sometimes  a  special  pack 
of  cut  string  beans  is  made  from  the  No.  4  size,  especially  if  that  size 
is  inclined  to  be  rather  stringy. 

The  standard  for  string  beans,  as  established  by  the  Baltimore 
Canned  Goods  Exchange,  is :  "Cans  full ;  beans  yourrg  and  tender  and 
carefully  strung;  packed  during  the  growing  season." 

The  methods  and  conditions  described  apply  to  Golden  Wax  or 
W'hfte  Wax  and  Crystal  String  Beans  as  well.  More  care,  however, 
is  required  in  growing  and  canning  white  string  beans.  They  must 
be  processed  more  carefully  to  avoid  turning  them  red  in  the  can 
and  they  must  be  carefully  hand  picked  to  remove  the  specked  or 
imperfect  beans. 

The  favorite  methods  of  cooking  string  beans  are  to  stew  with 
cream  or  to  boil  with  bacon.  There  is  otherwise  a  natural  rawness 
of  flavor  which  the  cream  or  bacon  will  counteract. 

In  judging  the  quality  of  canned  string  beans,  see  that  they  show : 

Freedom  from  strings,  from  black  specks  caused  by  the  sting  of  an 
insect,  and  from  knotted,  twisted  or  imperfect  beans.  The  liquor 
should  be  clear,  the  cans  well  filled  and  the  beans  free  from  red  dis- 
coloration from  overcooking.  Beans  which  have  been  allowed  to 
grow  too  large  and  old  before  they  are  canned  will  not  only  prove 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  65 


tough  and  stringy,  but  the  matured  seed  will  discolor  and  show 
through  the  pod  and  look  very  ugly.  In  fact,  such  beans  are  not  fit  for 
human  food. 

If  buyers  and  salesmen  exercise  their  prerogative  of  refusing  to 
place  before  the  consuming  pubHc  string  beans  of  inferior  quality, 
acting  in  this  capacity  within  their  rights  and  duty  as  censors  of  the 
public  appetite,  the  consumption  of  this  splendid  vegetable  will  rap- 
idly increase.  The  grade  of  cheap,  whole  string  beans  put  on  the 
market  at  from  45  to  60  cents  per  dozen,  is  unfit  for  human  food,  and 
every  can  sold  will  hurt  the  trade  of  the  retailer  who  sells  it.  It  will 
also  "prejudice  the  consumer  who  buys  it  against  canned  foods  gen- 
erally. The  grade  should  be  entirely  discontinued  and  "Cut  Refugee"^ 
string  beans  sold  at  retail  for  ten  cents  the  can  instead.  The  grade 
referred  to  is  usually  packed  from  "common  cornfield  beans,"  not  from 
the  Refugee  or  transparent  varieties. 

CHAPTER  XIX. 

A  MODEL  BUSINESS  ORGANIZATION.      " 

I  have  been  asked  to  name  the  most  important  basis  of  strength 
in  a  successful  business  organization.  From  the  breadth  of  my  exper- 
ience and  observation  I  reply  without  hesitation,  "Perfect  discipline 
through  cheerful  co-operation." 

The  great  steamship  casts  off  her  lines,  and  moves  majestically 
out  to  sea  "a  thing  of  life"  and  a  perfect  business  organization.  Every 
man  in  her  crew,  from  commander  to  stoker,  is  doing  his  work 
promptly,  cheerfully,  realizing  its  value  and  the  necessity  for  its  being 
we'l  done  in  order  that  the  great  ship  may  convey  her  cargo  of  goods 
and  lives  safely  to  their  destination.  Perfect,  loyal,  cheerful  discipline 
is  there. 

Modern  business  methods  in  wholesale  houses  are  essentially 
based  upon  the  well-known  principle  of  political  economy  called 
"Division  of  Labor."  There  must  be  numerous  departments  and  many 
department  heads  in  such  a  business,  each  of  the  last  a  specialist  in 
his  line  of  effort,  and  yet  it  must  be  conducted  upon  the  principle 
each  for  all  and  all  for  each."  Petty  jealousies  or  distrusts,  idleness, 
fault  finding,  the  evasion  of  responsibility  and  the  endeavor  to  avoid 
blame  by  placing  one's  mistakes  on  another's  shoulders,  disloyal 
criticism,  and  indifference  to  the  general  welfare  of  the  whole  business 
— these  have  no  place  in  modern  business  houses  and  they  cause  enor- 
mous loss  and  waste  of  power,  as  friction  does  in  machinery.  Every 
part  of  the  machinery,  even  the  most  humble  and  unimportant,  must 
do  its  work  loyally. 

Mutual  and  individual  interest  should  prompt  every  one  connected 
with  a  business  to  be  loyal,  earnest,  patient,  cheerful,  and  at  all  times 


m  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


lo  cultivate  a  spirit  of  helpfulness  toward  associates — just  as  if  part 
of  the  capital  investd  in  the  business  was  his  own.  It  is,  in  fact,  for 
the  dollars  representing  the  capital  stock  are  only  a  part  of  the  capital 
of  the  business. 

The  hands,  the  hearts,  and  the  brains  ot  those  who  help  to  con- 
duct the  business  are  an  important  and  essential  part  of  the  capital, 
and  the  organization  represents  to  the  employee  who  is  working  for 
a  salary  his  opportunity  in  life, — not  only  for  a  livelihood  for  himself 
and  for  those  dependent  upon  him,  but  for  the  exercise  of  his  abilities 
and  the  achievement  of  his  ambitions,  and  for  advancement,  progress, 
comfort,  and  happiness. 

The  man  who  draws  a  salary  of  $25.00  per  week  from  a  business, 
or  $1300.00  a  year,  has  an  investment  in  that  business  represented  by 
his  work  and  abilities  equal  to  $26,000.  This  is  paying  him  a  net 
dividend  of  five  per  cent.,  free  from  taxes  and  absolutely  safe  from 
the  ordinary  risks  of  depreciation. 

Why  should  he  not  guard  and  cherish  it,  and  try  to  increase  it  by 
making  the  business  more  valuable  through  his  loyalty  and  broad  and 
helpful  usefulness? 

And  while  there  should  be  emulation  and  rivalry  in  a  business 
organization,  it  should  be  conducted  along  friendly  and  amicable  lines, 
each  man  striving  to  prove  his  superior  usefulness  to  the  business, 
not  alone  in  doing  his  part  well,  but  in  helping  others  to  do  theirs 
acceptably. 

This  should  be  encouraged  and  cultivated  by  the  officers  and  man- 
agers of  a  business  in  every  way.  There  is,  in  military  organizations, 
an  intangible  sentiment  which  the  French  call  "esprit  de  corps," 
meaning  the  spirit  which  animates  the  organization.  It  is  that  which 
leads  the  soldier  to  volunteer  quickly  for  the  most  arduous  and  dan- 
gerous duty;  to  regard  jealously  the  honor  and  the  reputation  of  his 
regiment,  and,  shoulder  to  shoulder  with  his  comrades,  to  follow  his 
officers  into  the  direst  dangers. 

A  spirit  of  restless  dissatisfaction  and  a  willingness  to  change 
frequently  from  one  house  to  another,  unkind  or  abrupt  treatment 
of  associates  or  other  employes,  an  impudent  or  swaggering  manner 
toward  superiors,  are  all  proof  of  weakness,  narrowness,  selfishness, 
or  undue  self-appreciation. 

The  soldier  who  is  suspected  of  disloyalty  or  of  disaffection  is 
never  promoted  to  a  position  of  greater  trust  or  honor. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.      67 

CHAPTER  XX. 

APPARENT  COSTS  AND  REAL  COSTS. 

Owing  to  the  conditions  of  competition  and  the  selling  basis 
thereby  established,  the  wholesale  grocer  who  gives  out  flat  or  appar- 
ent costs  on  goods  will  go  broke ;  and  if  he  is  engaged  in  this  practice 
he  is  now  on  the  road  to  bankruptcy. 

This  should  not  be  the  case,  but  it  is,  and  it  is  a  condition  not  a 
theory  which  the  wholesale  grocer  bumps  into  when  he  does  not 
wisely  adjust  his  cost  prices  on  an  average  basis. 

By  this  I  mean  to  say  that,  in  the  cause  of  self-preservation,  it 
is  essential  for  wholesale  grocers  to  give  out  and  to  figure  actual 
costs  on  their  goods  and  not  apparent  or  flat  costs.  In  order  to  do  so, 
they  must  estimate  the  actual  expense  of  doing  business  and  adjust 
tftat  expense  partially  before  they  give  out  cost  prices  to  salesmen. 

T  have  in  my  experience  been  in  confidential  positions  with  four 
or  five  wholesale  grocery  houses,  all  of  which  were  "money-making 
houses."  They  sold  per  annum,  respectively,  one  and  one-half  million ; 
six  millions ;  five  millions ;  two  millions,  and  three  millions  per  annum. 

None  of  these  houses  ever  succeeded  in  getting  its  percentage  of 
expense  upon  sales  lower  than  eight  per  cent. ;  and  they  graded  from 
that  figure  to  nine  and  one-half  per  cent. 

It  is  well  known  that  salesmen  cannot  be  induced  to  believe  that 
it  costs  eight  to  nine  per  cent,  on  sales  to  conduct  a  wholesale  grocery 
business;  but  it  does,  and  costs  must  be  figured  accordingly. 

This  percentage  of  the  cost  of  doing  business  of  from  eight  to  nine 
and  one-half  per  cent,  cannot  be  escaped.  A  large  volume  of  sales 
will  not  obviate  or  reduce  it;  for,  as  the  sales  increase,  the  expenses 
grow — generally  increasing  in  percentage  of  expenses  as  sales  grow 
larger. 

The  reason  for  this  follows :  A  house  with  an  established  trade, 
extending  into  natural  or  tributary  territory,  selling  the  usual  propor- 
tion of  goods  in  the  various  departments,  incident  to  the  consuming 
taste  and  capacity  of  the  territory,  is  doing  business  along  the  lines 
of  least  resistance,  and  at  a  minimum  expense.  This  is  seldom  or 
never  below  seven  and  one-half  per  cent,  on  sales.  When  that  house 
begins  to  make  efforts  to  increase  its  business  and  extend  its  trade, 
it  rows  agairst  the  stream,  and  it  requires  more  power  (or  expense) 
to  force  trade  into  competitve  territory  or  beyond  natural  territory 
than  otherwise. 

Then  the  effort  to  increase  business  is  always  made  in  the  more 
profitable  lines  of  goods, — teas,  cigars,  spices,  extracts,  canned  foods, 
dried  fruits,  etc.,  not  in  sugar,  flour,  salt,  etc.,  and  it  costs  more  to 
sell  profitable  goods  than  it  does  to  sell  the  close  staples.     Conse- 


68  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


quently,  as  a  house  increases  its  sales,  it  invariably  increases  the 
average  percentage  of  its  expenses  on  total  sales,  for  greater  credit 
risks  and  greater  losses  are  taken. 

For  illustration,  if  a  house  does  a  business  of  one  million  a  year, 
confining  its  operation  to  nearby  territory,  and  having  a  considerable 
proportion  of  mail  order  and  salesroom  business,  and  call  order  busi- 
ness on  v^hich  no  cartage  is  incurred,  it  might  be  able  to  get  its 
expenses  down  to  seven  and  one-half  per  cent,  on  sales.  If  it  did,  it 
would  be  more  fortunate  than  any  house  I  have  lately  heard  of  in  the 
wholesale  grocery  line. 

Here  would  be  about  the  expense  percentage  in  the  history  of  the 
progress  of  such  a  house  toward  a  larger  volume  of  sales,  viz. : 

Sales  of  $1,000,000  per  annum.  Expense 07^% 

Sales  of    2,000,000  per  annum.  Expense 08^% 

Sales  of    4,000,000  per  annum.  Expense 08^% 

Sales  of    5,000,000  per  annum.  Expense 09% 

The  percentage  of  profit  would  of  course  be  increased  with  the 
volume  of  business,  but  not  proportionately  with  the  increase  of  ex- 
pense percentage. 

It  is  sufficient  to  conclude,  however,  that  apparent  and  actual  costs 
are  far  apart  in  the  general  conduct  of  a  business,  and  that  the  in- 
credulity of  salesmen,  their  lack  of  courage  to  ask  and  get  prices, 
their  predisposition  to  favor  their  customers,  their  inability  to  see  be- 
yon  i  the  mere  fact  that  they  are  making  a  profit,  no  matter  how  small, 
their  reluctance  to  contend  for  a  profit  and  ask  and  get  full  and  fair 
prices,  their  predisposition  to  fill  up  their  trade  with  close  staple  goods 
and  ignore  the  more  profitable  lines, — all  these  conjoin  to  keep  their 
percentages  of  profits  down  to  six  and  one-half,  seven  and  eight  per 
cent,  on  sales.  The  man  who  sells  a  full  line  of  groceries  at  wholesale 
and  makes  nme  per  cent,  is  a  notable  exception  and  a  "cracker-jack** 
if  he  has  a  trade  of  $50,000  or  over. 

Analyze  these  figures,  or  percentages  of  profit,  and  you  will  find 
that  they  are  less  than  the  actual  cost  of  doing  business  and  will 
produce  a  loss  instead  of  a  profit.    What  are  you  going  to  do  about  it? 

There  is  only  one  thing  that  can  be  done  and  that  is  to  give  out 
actual  costs  instead  of  apparent  costs.  Is  it  honest  when  your  men 
work  on  part  profits  or  when  their  salaries  are  adjusted  by  the  profit 
they  make? 

It  is  not  only  honest,  but  absolutely  essential  to  the  success  of 
your  business  and  the  permanency  of  their  employment.  Any  other 
course  would  be  dishonest  to  your  business  associates,  to  the  stock- 
holders of  your  corporation,  and  to  yourself. 

Any  sensible  reasoning  and  fair  minded  salesman  knows  that 
flat  costs  are  not  actual  costs.     He  knows  also  that  the  percentages 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  69 


of  profit  must  be  averaged  in  the  wholesale  grocery  business;  and 
that  the  loss  incurred  in  selling  sugar  on  a  margin  of  two  or  three 
per  cent  must  be  counteracted  by  an  added  cost  on  other  lines,  for  it 
cannot,  under  existing  trade  conditions,  be  added  to  the  cost  of  sugar. 

I  have  never  failed  to  convince  a  salesman  of  the  justice  and  the 
fairness  of  such  an  adjustment  of  costs,  if  he  had  intelligence  enough 
to  understand  facts  and  figures,  logically  presented. 

My  experience  warrants  me  in  stating  that  canned  foods  will  bring 
a  profit  over  actual  costs  of  ten  per  cent.  I  mean  that  the  figured  profit 
must  average  ten  per  cent,  and  that  the  difference  between  flat  cost 
plus  the  cost  of  freight  and  cartage  into  the  store,  and  actual  cost, 
should  average  not  less  than  five  per  cent.  When  house  brands  or 
labels  are  used,  this  adjustment  is  simple  and  easy  in  its  application; 
but  when  packers'  brands  are  sold,  without  control  of  brands,  it  is 
very  difficult,  but  it  must  be  done. 

The  adjustment  must  be  graduated  according  to  the  average  of 
sales  on  each  article  in  the  canned  foods  line — and  each  buyer  in  the 
line  must  be  his  own  adjuster.  Some  goods  are  used  as  leaders  in 
some  localities,  while  in  other  places  they  are  profit  makers,  and  the 
cutting  is  done  on  something  else.  Here  is  a  scale  that  will  work  out 
a  five  per  cent,  average  in  most  localities.  (Flat  cost  means  cost,  freight 
and  cartage  into  store). 

Standard  3s,  Tomatoes,  add  to  flat  cost  23^  cents  dozen. 
Extra  Standard  3s,  Tomatoes,  add  to  flat  cost  5  cents  dozen. 
Fancy  3s,  Tomatoes,  add  to  flat  cost  10  cents  dozen. 
Standard  2s,  Corn,  add  to  flat  cost  5  cents  dozen. 
Extra  Standard  2s,  Corn,  add  to  flat  cost  73^  cents  dozen. 
Fancy  2s,  Corn,  add  to  flat  cost  10  cents  dozen. 
Seconds,  2s,  Peas,  add  to  flat  cost  5  cents  dozen. 
Standard  2s,  Peas,  add  to  flat  cost  7>4  cents  dozen. 
Fancy  2s,  Peas,  add  to  flat  cost  15  cents  dozen. 
California  fruits,  2>^s,  add  to  flat  cost  15  cents  dozen. 
Salmon,  Is  Pink,  add  to  flat  cost,  5  cents  dozen. 
Salmon,  Is  Cohoe,  add  to  flat  cost  7^  cents  dozen. 
Salmon,  Is  Red  Alaska,  add  to  flat  cost  7>^  cents  dozen. 
Salmon,  1st  Red  Sockeye,  add  to  flat  cost  10  cents  dozen. 
Salmon,  Is  Columbia  River,  add  to  flat  cost  10  cents  dozen. 

From  these  figures  other  adjustments  can  be  worked  out  by  one's 
experience  of  the  actual  proportions  of  sales  as  to  locality. 

The  canned  foods  line  must  bear  its  burden  of  the  loss  on  the  close 
staples  and  of  those  unenumerated  and  unobserved  items  of  expense 
which  but  few  houses  take  into  account — like  the  expense  of  samples ; 
the  cost  of  swells  and  leaks  that  go  over  the  time  of  guarantee  and 
cannot  be  returned  or  collected  for ;  reclamations  from  leaks,  causing 
other  cans  to  rust ;  excess  of  cash  discount  allowed  retail  buyers  over 


70  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


that  obtained  from  manufacturers,  and  a  large  number  of  similar  "un- 
known quantity"  expenses  not  experienced  until  an  inventory  is  taken, 
the  books  balanced,  and  profit  or  losses  figured. 

CHAPTER  XXL 

LIMA  BEANS. 

These  articles  are  for  practical  people  engaged  in  buying,  selling 
and  distributing  canned  foods,  and  for  busy  men  who  haven't  the  time 
to  spend  in  reading  learned  disquisitions  upon  the  historical  and 
botanical  deiivation  of  various  articles  of  food.  They  do,  however, 
want  all  the  practical  available  information,  that  will  help  them  in 
buying  and  selling  canned  foods ;  and  it  should  be  understood  that 
these  chapters  are  written  by  a  practical  man,  engaged  daily  in  buying 
and  selling  the  articles  of  which  he  writes,  and  for  people  who  are 
similarly  occupied. 

The  packing  of  lima  beans  of  late  years  has  been  largely  con- 
fined to  what  are  called  the  Henderson  Bush  Limas,  although  there 
are  still  packed  some  of  the  Large  Butter  Limas — which  are  grown 
upon  poles,  but  which  are  scarce  and  are  not  very  reliable  or  prolific 
bearers. 

The  Bush  Limas  are  planted  in  rows  about  two  feet  apart  and 
are  cultivated  very  much  like  any  other  crop  of  beans  or  potatoes. 

When  they  are  in  the  right  condition  for  harvesting,  the  vines  are 
cut  up  with  a  bean  sickle,  conveyed  to  the  canneries,  and  put  through 
a  viner  or  threshing  machine  and  handled  and  graded  by  a  method 
very  much  similar  to  that  used  in  handling  peas. 

After  they  are  graded,  blanched  and  washed,  they  are  very  thor- 
oughly and  carefully  hand-picked. 

More  labor  and  care  is  required  in  handpicking  lima  beans  than 
peas,  as,  even  when  gathered  in  good  condition,  the  limas  have  from 
3  to  5  per  cent,  of  white  beans  or  premature  beans,  which  must  be 
picked  out  and  canned  separately. 

After  the  limas  are  hand  picked  they  are  filled  into  cans  by  an 
automatic  filling  machine;  but  more  care  is  required  than  in  filling 
cans  with  peas,  as  the  shape  of  the  bean  does  not  permit  of  such 
rapid  or  easy  handling. 

The  beans  are  graded  by  the  best  packers  into  four  sizes :  Tiny, 
fancy,  medium  and  standard  or  large.  The  four  sizes  are  obtained  by 
sifting  the  beans  over  screens  with  openings  24-32,  30-32,  31-32  and 
32-32  of  an  inch  in  diameter. 

Some  green  lima  beans  are  packed  or  canned  ungraded ;  and  it  is 
claimed  that  a  better  flavor  is  thereby  obtained.  Those  so  claiming 
hold  that  the  tiny  beans  are  too  immature  and  the  large  too  ripe,  and 


ATTRACTIVE  WINDOW  DISPLAYS 


SWIMMIMG  POOL  IN  A  LARGE  PENNSYLVANIA  ESTABLISHMENT 


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A  CLASS  IN  DOMESTIC  SCIENCE 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  71 


that  the  ungraded  beans  average  a  better  and  richer  natural  flavor, 
as  do  ungraded  peas. 

The  white  Hmas,  which  have  been  picked  from  the  green,  are 
packed  separately  and  are  labeled  white  limas  and  sold  at  a  low  price. 
Ohio,  Michigan,.  New  York,  New  Jersey  and  Maryland  are  the  States 
which  give  the  most  attention  to  the  canning  of  green  lima  beans  and 
which,  therefore,  produce  the  best  goods. 

The  Baltimore  Exchange  standard  for  green  lima  beans  in  cans 
is  as  follows :  ''Cans  full  of  green  beans,  clear  liquor." 

Lima  beans  are  packed  in  No.  10  as  well  as  in  No.  2  cans,  but 
they  are  mostly  packed  in  the  No.  2  cans,  as  the  sale  for  the  No.  10 
size  is  quite  limited.  Green  limas  are  packed  in  clear  water  with  about 
a  21/2  per  cent,  salt  solution,  only  enough  water  being  used  to  cover 
the  beans  lightly  and  convey  the  sterilizing  heat  throughout  the  cans. 
Some  packers  use  a  little  sugar  in  the  solution. 

There  are  some  who  prefer  the  flavor  of  the  old  fashioned  Large 
Butter  Bean  or  pole  limas,  claiming  that  it  is  much  superior  in  flavor 
to  the  bush  limas,  and  that  it  has  a  luscious  richness  or  fatness  which 
the  bush  beans  do  not  possess. 

The  canned  lima  beans  form  a  most  palatable  and  nutritious  article 
of  food,  and,  now  that  they  are  being  graded  and  packed  with  care, 
are  growing  rapidly  in  popularity. 

Buying  and  selling  points  in  canned  lima  beans  are  as  follows: 
Uniform  green  color  and  freedom  from  white  beans  and  broken  beans. 
Uniform  grading  and  freedom  from  irregularity  of  size.  Freedom 
from  the  black  or  discolored  liquor  sometimes  found  in  lima  beans 
which  have  been  packed  in  thin  coated  cans  or  which  are  several  years 
old,  as  there  is  a  natural  acid  in  these  beans  which  seems  to  dissolve 
the  tin,  and,  coming  in  contact  with  the  iron  plate  under  it,  discolors 
the  liquor  and  even  sometimes  the  beans. 

Soaked  lima  beans  are  the  dried  limas,  steamed  or  cooked  and 
processed  in  cans.  They  are  usually  packed  in  a  syrup  composed  of 
2y2  pounds  salt,  4^  pounds  corn  starch,  and  12%  gallons  of  water. 
They  are  very  wholesome  and  palatable.  They  have  more  merit  and 
flavor  than  nearly  any  other  soaked  or  winter  packed  article  in  canned' 
foods,  not  excepting  pork  and  beans. 

They  must,  however,  be  branded  "Soaked"  in  all  the  States.  They 
are  packed  and  sold  to  quite  an  important  extent. 

It  is  a  great  pity  that  canned  foods  packers — or  wholesale  grocers 
for  that  matter — are  not  thoughtful  enough  to  print  several  good  re- 
cipes on  the  can  labels  of  lima  beans  for  their  cooking  and  preparation, 
as  there  are  many  people,  especially  those  of  city  raising  or  foreign 
birth,  who  do  not  know  how  to  cook  them.     They  should  be  highly 


72  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


seasoned  with  salt  and  pepper,  and  plenty  of  butter  or  good  cream 
should  be  used  in  cooking  them. 

If  packers  or  jobbers  or  label  makers  would  reduce  some  of 
the  trade-marks  (which  mean  nothing)  and  some  of  the  undecipher- 
able monograms  and  inartistic  and  irrelevant  Buffalo,  Bull,  Dog,  Bird 
or  Negro  heads  and  remove  some  of  the  impossible  pictures  of  girls 
or  farms  or  factories  from  their  labels,  merely  putting  an  attractive 
vignette  picture  of  the  article  on  the  can  (the  registered  trade  mark 
or  design  or  word  being  reduced  in  size  in  order  to  make  room  for 
recipes),  with  the  grades  and  the  name  of  the  owners  of  the  label  on 
the  front,  they  could  place  a  nice  collection  of  practical  and  tried 
recipes  on  the  remaining  space  of  each  label,  and  the  consumption  of 
.the  goods  would  be  heavily  increased. 


CHAPTER  XXIL 

AMERICAN  OR  DOMESTIC  SARDINES. 

This  industry,  which  has  grown  to  be  a  most  important  one,  was 
started  in  the  United  States  about  1875.  It  is  said  that  the  packing 
of  American  or  Domestic  sardines  was  begun  in  a  practical  and  busi- 
ness like  way  by  Julius  Wolff,  of  the  firm  of  Wolff  &  Reesing,  of  New 
York  City,  about  1877.  It  continued  a  small  business  for  five  or  six 
years,  and  developed  slowly ;  but  has  now  so  grown  that  the  total 
output  aggregates  about  two  to  two  and  a  half  million  cases  of  sar- 
dines per  annum. 

The  fish  caught  and  used  for  the  packing  of  domestic  sardines 
belong  to  the  herring  family  and  are  said  to  be  of  the  same  species 
(Clupea)  as  the  sardines  of  France,  Portugal  and  Spain. 

The  fish  are  caught  in  weirs  built  near  the  shore  in  the  bays  of 
the  North  Ailantic  Coast.  Eastport,  Maine,  is  regarded  as  the  center 
of  the  industry. 

These  weirs  are  constructed  usually  of  brush  overlapped  and 
intertwined.  They  are  held  in  place  by  poles  driven  into  the  mud,  the 
brush  being  built  up  so  as  to  form  walls  around  a  water  space  with 
an  entrance  toward  the  sea.  The  rising  tide  brings  the  fish  into  these 
weirs  and  the  ebb  of  the  tide  leaves  them  there,  as  the  wings  at  the 
entrance  are  built  so  as  to  turn  the  schools  of  captive  fish  away  from 
the  open  entrance.  They  swim  straight  ahead  until  they  meet  an  ob- 
struction ;  they  then  veer  with  the  wings  of  the  weir  and  follow  their 
lines,  never  turning  backward.  Such  weirs  have  been  used  for  cap- 
turing fish  from  time  immemorial.  The  principle  is  the  same  as  is 
used  in  trapping  salmon  on  the  Pacific  Coast,  though  salmon  weirs 
or  traps  are  made  of  woven  wire  and  are  much  deeper  and  larger  in 
«every  way. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  73 


After  the  sardines  are  trapped  fishermen  come  with  their  boats 
and  a  long  seine.  This  they  draw  around  inside  the  weirs  and  con- 
tract gradually  until  they  get  the  fish  into  a  small  space,  when  they 
are  dipped  out  with  large  dip  nets  and  dumped  into  the  boats.  In 
which  they  are  either  taken  direct  to  the  cannery  or,  being  transferred 
into  a  larger  boat,  are  thus  conveyed  to  a  cannery.  Sometimes  the 
smaller  boats  are  towed  to  the  cannery  by  a  tug  or  steamer. 

Most  of  the  canneries  are  built  directly  upon  and  over  the  water, 
so  that  fishing  boats  can  moor  alongside  and  unload  the  freshly 
caught  fish. 

When  the  boat  arrives  at  the  cannery  the  fish  are  lifted  out  in 
large  baskets  and  put  upon  small  cars  or  conveyors  and  taken  im- 
mediately to  the  cutting  tables.  Much  of  this  work  is  done  by  steam 
power. 

The  center  of  the  domestic  sardine  canning  industry  is  at  East- 
port,  Maine,  though  Lubec,  North  Lubec,  Robbinston,  Jonesport, 
Perry,  Maine,  and  other  towns  are  important. 

In  the  process  of  canning  the  sardines  pass  from  the  scalers  to 
the  cutters.  The  latter  remove  the  heads  and  the  viscera.  The  fish 
are  then  put  into  nets,  placed  into  running  water  and  thoroughly 
washed.  They  are  then  placed  in  a  vat  of  strong  salting  or  pickling 
for  about  an  hour,  from  which  they  are  removed,  drained,  and  placed 
en  wire  frames  or  flakes. 

These  frames  or  flakes  are  then  placed  in  a  revolving  or  rotary 
oven  where  the  fish  are  dried  and  partially  cooked.  (Great  care  must 
be  exercised  in  this  process  so  as  to  cook  them  just  enough  and  not 
to  discolor  them.) 

After  cooking  the  fish  are  removed  to  the  packing  room,  where 
thev  are  packed  in  cotton  seed  oil  or  mustard  sauce,  or  spiced  with 
cloves,  mustard  seed,  allspice  and  bay  leaves. 

A  few  domestic  sardines  are  packed  in  olive  oil  and  put  on  the 
market  at  a  higher  price.  The  styles  packed  at  present  are  about  as 
follows : 

One-quarter  decorated  drawn  cans,  keyless,  oil,  100  cans  to  a  case. 

One-quarter  decorated  drawn  cans,  with  key,  oil,  100  cans  to  a 
case. 

One-  quarter  plain  cans  in  cartons,  with  key,  oil,  100  cans  to  a  case. 
One-quarter  decorated  drawn  cans,  keyless,  mustard,  100  cans  to 
a  case. 

One-quarter  plain  in  cartons,  with  key  mustard,  100  cans  to  a 
case. 

One-quarter  decorated  drawn  cans,  with  key,  mustard,  100  cans 
to  a  case 


74  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Three-quarter  decorated  cans,  keyless,  mustard  sauce,  50  cans  to  a 
case. 

Three-quarter  decorated  cans,  with  key,  mustard  sauce,  50  cans  to 
a  case. 

Three-quarter  plain  in  cartons,  keyless,  mustard  sauce,  50  cans  to 
a  case. 

Thee-quarter  decorated  cans,  keyless,  spiced  sauce,  50  cans  to  a 
case. 

One-quarter  decorated  cans,  with  keys,  tomato  sauce,  100  cans  to 
a  c<?se. 

Three-quarter  decorated  cans,  keyless,  tomato  sauce,  50  cans  to  a 
case. 

One-quarter  decorated  cans  with  keys,  smoked,  100  cans  to  a  case. 

When  packed  in  the  cans  the  sardines  are  put  into  a  processing 
tank  and  cooked  from  one  to  two  hours — depending  upon  the  size  of 
the  can.  They  are  then  taken  out,  tested,  cooled,  cleaned  and  cased. 
Paper  labels  were  at  one  time  used  on  the  cans,  but  no  longer  are. 

Eventually  the  domestic  or  American  sardines  may  be  packed  in 
oli\e  oil,  and  with  such  care  that  they  will  be  equal  to  the  French, 
or  Norwegian  or  Portuguese  sardines,  as  packers  claim  that  the  fish 
all  belong  to  the  same  species,  the  great  prolific  scientific  order  of 
''Clupea" — with  which  Providence  has  filled  the  ocean  in  myriads 
beyond  human  computation. 

Buying  and  Selling  Points — When  buying  domestic  sardines  ex- 
amine them  carefully  for  over  salting.  If  the  fish  have  been  delayed 
in  the  packing  and  have  been  salted  down,  they  will  be  hard  and  tough 
as  well  as  salty.  They  should  also  be  examined  for  over-cooking  or 
too  heavy  processing,  which  makes  them  soft  and  mushy  and  some- 
times destroys  the  shape  of  the  fish. 

The  most  popular  and  acceptable  size  for  quarter  oil  domestic 
sardines  is  eight  to  twelve  fish,  but  packers  claim  that  five  to  six  fish, 
owing  to  their  fatness,  have  the  best  flavor  and  value.  In  mustard 
three-quarter  sardines  the  larger  fish  are  used. 

The  small  difference  of  25c.  a  case  between  key  goods  and  keyless 
sardines  is  so  trivial  that  no  dealer  is  justified  in  continuing  to  handle 
the  keyless  goods,  since  they  are  so  much  more  inconvenient  to  ttie 
consumer. 

Packers  were  formerly  in  the  habit  of  using  a  cheap  quality  of  tin 
and  a  certain  preservative  in  their  pickle.  This  had  the  effect  of  dis- 
solving the  tin  coating  and  infesting  the  contents  with  salts  of  tin. 
It  was  also  ascertained  that  a  certain  kind  of  feed  found  in  the  viscera 
of  the  herring  or  sardines  was  unwholesome  to  those  consuming  them. 
The  United  States   Government  established   rigid  inspection   condi- 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  75 


tions  in  the  year  1911 ;  so  domestic  sardines  packed  that  year  and 
thereafter  are  likely  to  be  free  from  such  objections. 

The  industry  is  a  great  and  growing  one  and  destined  to  build  up 
a  grand  source  of  food  supply.  The  Pacific  as  well  as  the  Atlantic 
Ocean  teems  with  the  fish ;  and  a  few  canneries  are  now  established  on 
our  West  Coast.    There  will  be  more. 


CHAPTER  XXIII. 

SWELLS,  LEAKS  AND  RUSTIES. 

A  prolific  source  of  loss  and  annoyance  to  wholesale  grocers  and 
canners  is  the  imperfect  processing,  and  the  careless  storage  of  canned 
foods,  coupled  w4th  the  use  of  a  cheap  quality  of  tin  plate  and  with 
rough  and  careless  handling. 

Packers  guarantee  their  products  for  certain  lengths  of  time  and 
agree  to  reimburse  buyers  for  swells  and  leakers ;  but  such  guarantees 
frequently  expire  before  the  goods  are  sold  and  retailers  bring  back 
swells  for  redemption  at  most  any  old  time.  If  jobbers  do  not  accept 
and  redeem  them,  they  lose  customers. 

To  avoid  loss,  a  registration  or  card  system  should  be  installed 
whereby  to  keep  record  of  the  following  facts :  First — Each  canned 
foods  bill,  when  received,  should  be  entered  alphabetically  as  to  the 
article,  "corn,"  "tomatoes,"  etc.,  on  a  card,  giving  the  quantity  pur- 
chaFed,  the  price,  the  freight,  the  date  of  the  bill,  the  date  of  expiration 
of  the  guarantee  against  sw^ells,  the  packer's  name  and  location,  and 
(most  important)  the  name  and  location  of  the  party  billing  the  goods. 
It  is  the  case  about  half  the  time  that  the  goods  are  not  billed  by  the 
packers,  but  by  some  agent,  broker,  or  possibly  by  some  other  than 
the  canner,  and  swells  can  only  be  collected  for  from  the  party  billing 
the  goods. 

Second — This  card  record  should  be  gone  over  carefully  about 
once  a  week,  and  swells  and  leakers  charged  back  before  the  expira- 
tion of  the  guarantee  date. 

Every  sale  ticket  or  contract  of  sale  for  canned  foods  should 
definitely  state  the  term  of  guarantee  against  swells — signed  by  the 
seller,  or  broker,  or  agent,  or  both;  and  when  a  bill  is  approved  or 
"O.  K.'d"  for  payment,  the  sale  ticket  should  be  attached  to  it  as  a 
part  of  the  record  of  the  transaction,  and  so  should  the  freight  bill. 

A  few  cases,  five  or  ten  in  each  lot  of  canned  foods,  should  be  ex- 
amined for  condition  immediately  on  receipt.  If  any  important  per- 
centage of  defective  cans  is  found,  a  percentage,  not  less  than  five  per 
cent,  should  then  be  examined. 


y(>  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


If  more  than  two  or  three  per  cent  of  unmerchantable  goods  is 
found  in  the  second  examination,  the  goods  should  be  held  subject  to 
shipper's  orders  and  the  seller  required  to  pay  for  the  examination  of 
the  entire  lot,  so  that  it  may  be  put  in  merchantable  condition. 

Any  percentage  of  swells  or  leaks  or  bad  rustics  over  three  per 
cent  leads  to  the  inference  that  he  goods  have  been  insufficiently  or  in- 
competently processed  and  are  therefore  unsafe  to  handle,  as  a  lot  of 
goods  of  that  character  will  continue  to  develop  leaks  and  swells  in- 
definitely and  cause  endless  disagreement  with  your  customers  and 
much  loss.    Such  goods  should  be  promptly  rejected. 

A  careful  wholesaler  will  not  turn  out  goods  containing  any  im- 
portant proportion  of  swells,  even  though  they  are  guaranteed  so 
that  the  retailer  is  protected  when  he  returns  them. 

It  is  the  shipper's  duty  to  forward  canned  foods  in  merchantable 
condition :  and  neither  jobbers  nor  retailers  want  to  be  loaded  up  with 
a  lot  of  swells,  leaks  or  rustics. 

It  is  recognized  as  one  of  the  vicissitudes  of  the  business  that  tin 
plate  is  often  imperfect  and  that  a  certain  amount  of  rough  handling 
breaks  the  tin  coating  or  the  solder,  so  that  a  certain  proportion  of 
leakers  will  be  found  in  all  canned  foods.  Most  can  makers  make 
a  small  percentage  allowance  to  packers  for  imperfect  cans.  There- 
fore, if  only  a  small  percentage  of  swells  or  leakers  or  bad  rustics 
are  found,  and  the  guarantee  runs  six  months  (or  until  July  1st),  it 
is  cnstomary,  in  order  to  avoid  the  expense  of  examining  the  goods 
(which  amounts  to  from  three  to  five  cents  per  case),  to  send  the 
goods  out  and  redeem  the  unmerchantable  portion  when  returned 
by  the  retailers. 

A  place  to  keep,  classify  and  handle  unmerchantable  canned  foods 
should  be  prepared  on  the  top  floor.  Being  so  located,  all  odors  are 
prevented  from  permeating  the  house.  The  basement  is  the  poorest 
place  in  the  store  to  keep  swells,  as  the  cans  rust  and  give  packers  the 
excuse  that  the  goods  were  badly  stored  and  an  opportunity  to  refuse 
to  redeem  them. 

A  fine  arrangement  for  keeping  and  classifying  such  goods  is  to 
put  them  along  the  wall  in  the  corner  of  the  top  floor,  piling  up  tiers  of 
empty  boxes  on  their  sides,  open  top  outward,  and  putting  each 
packer's  goods  together  in  the  same  box  or  shelf.  Large  boxes  should 
be  nsed  if  there  is  plenty-  of  space,  like  Baker's  Cocoa'  or  French 
Mushroom  cases,  or  No.  10  canned  foods  cases.  The  No.  3  canned 
foods  cases  can  be  used  for  small  lots  or  miscellaneous  cans. 

Boxes  are  much  better  than  shelving,  as  they  can  be  removed  or 
changed  when  they  become  unsanitary  or  soiled,  and  can  be  replaced 
witii  others  without  much  cost.  The  repository,  which  is  called  the 
''swell  rack"  or  "the  morgue,"  must  be  kept  clean. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  ^77 


A  count  of  the  stock  in  the  swell  rack  should  be  taken  on  the 
first  of  each  month  by  the  man  in  charge ;  the  goods  promptly  charged 
up,  and  the  bill  mailed  with  a  form  letter,  asking  a  remittance  and  tn- 
strurtions  as  to  the  disposition  of  the  unmerchantable  goods. 

It  is  customary,  as  a  courtesy,  to  protect  the  packer  by  separating 
the  pound  goods  with  the  soiled  labels  from  the  swells  and  leakers, 
and  when  the  packer  furnishes  labels,  to  relabel  such  goods  at  the 
packer's  expense  and  dispose  of  them. 

However,  there  is  a  class  of  trade  in  nearly  every  town  or  city 
which  will  buy  sound  goods  with  soiled  labels  at  a  small  concession 
under  the  regular  price. 

Bad  rustics  are  generally  classed  with  swells  if  they  are  so  rusted 
that  they  cannot  be  sold,  or  scoured  bright. 

Frozen  canned  foods  should  be  stored  in  a  dry,  cool  place  until 
they  thaw  out.  Freezing  sometimes  causes  them  to  puff  out  like 
swells,  but  it  is  from  the  expansion  of  the  contents  from  freezing.  The 
puffing  will  subside  in  a  few  days  after  the  goods  are  put  in  a  ware- 
house, and  the  quality  of  the  goods  is  seldom  injured  by  freezing.  If 
stored  in  a  warm  place,  such  goods  will  "sweat"  and  rust. 

If  all  packers  would  lacquer  their  cans,  as  do  salmon  packers  and 
a  few  others,  there  would  be  but  little  trouble  with  rusty  cans, — only 
about  one  cent  per  dozen  would  be  added  to  the  cost  and  many  times 
that  amount  would  be  saved  by  the  protection  from  rust. 

Rusty  canned  foods  are  caused  by  the  empty  cans  being  stored  in 
sheds  poorly  protected  from  wet  or  snow,  or  by  the  filled  cans  being 
permitted  to  freeze  and  then  stored  in  a  w^arm  place,  thereby  causing 
the  moisture  in  the  atmosphere  to  condense  on  the  cold  surface  of  the 
cans,  causing  them  to  rust.  The  only  remedy  for  the  trouble  is  to 
lacquer  the  cans.  Aluminum  lacquer  is  the  best  for  this  purpose,  as 
it  conceals  the  rust  better  than  dark  lacquer. 

It  is  very  important  not  to  let  swells,  etc.,  accumulate.  The  swell 
rack  or  morgue  should  be  charged  up  once  a  month  regularly,  as  pre- 
viously suggested.  If  allowed  to  accumulate  several  months,  a  large 
proportion  of  the  goods  will  be  lost  through  the  expiration  of  the 
guarantee,  and  the  filth  and  disagreeable  character  of  the  resurrection 
will  increase  tenfold. 

Some  packers  will  want  their  swelled  goods  shipped  back;  some 
will  want  them  dumped  and  destroyed;  some  will  want  the  labels 
stripped  and  returned,  and  some  will  want  their  local  brokers  to  ex- 
amine the  goods  before  ordering  them  destroyed.  In  some  cities  the 
local  health  department  condemns  and  destroys  the  swells,  issuing 
certificates  upon  which  the  jobber  makes  claim  against  the  manu- 
facturer. 


78  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Do  not  sell  swelled  canned  foods  under  any  consideration  what- 
ever to  peddlers,  to  junk  dealers,  or  to  cheap  consumers.  It  is  dan- 
gerous to  do  so.  The  State  and  city  health  departments  are  likely  to 
prosecute  the  venders ;  and  they,  in  turn,  will  throw  the  responsibility 
upon  you.  Should  any  sickness  or  death  ensue,  you  could  be  mulcted 
for  heavy  damages. 

Beyond  all  such  considerations,  however,  there  should  exist  in  the 
dealer  such  pride  in  his  position  as  a  purveyor  to  the  public  appetite 
as  would  cause  him  conscientiously  to  protect  people  from  unwhole- 
some food — and  swells  are  certainly  unwholesome. 

All  that  I  have  so  far  said  on  this  subject  applies  to  canned  foods 
under  packers'  labels.  If  you  handle  large  quantities  of  canned  foods 
under  your  private  or  house  labels,  it  will  be  absolutely  essential  for 
you  to  have  a  perforating  machine  with  which  you  can  perforate  your 
labels  (before  having  them  put  on  canned  foods)  with  a  cypher  per- 
foration which  will  mark  the  labels  with  the  packer's  or  seller's  num- 
ber, and  with  the  year  and  month  bought.  In  that  way  a  record  can 
be  kept  and  sv/ells,  etc.,  billed  and  collected  for  just  as  if  they  bore  the 
packer's  label. 

CHAPTER  XXIV. 

HOW  TO  REGULATE  STOCK  AND  PURCHASES. 

A  great  artist,  famous  for  his  success  in  blending  his  colors,  was 
asked  how  he  mixed  his  paints.  His  reply  was  ''with  brains."  T'hat 
prescription  must  be  largely  followed  in  regulating  stock  and  pur- 
chases. 

Carelessness,  neglect,  haste,  speculation,  lack  of  system,  and  the 
failure  to  keep  proper  records  of  incoming  and  outgoing  goods,  will 
lead  to  accumulation  of  dead  stock,  depreciation  and  loss. 

I  am  writing  about  canned  foods ;  but  my  remarks  under  this 
heading  will  apply  to  stock  and  purchase  regulation  in  nearly  every 
department  of  a  wholesale  grocery  house. 

A  stock  of  canned  foods  should  be  regularly  taken  at  least  once 
a  week,  either  by  a  competent  stock  clerk  going  through  the  house  or 
through  a  system  which  some  houses  employ  of  having  each  floorman 
take  stock  of  his  floor  at  regular  periods  on  loose  sheets  or  forms.  The 
count  from  these  sheets  should  be  entered  on  a  stock  book  and  the 
buyer  should  have  this  book  ever  present  on  his  desk. 

A  buyer  should  never  give  an  order  without  knowing  exactly 
the  quantity  on  hand  and  whether  there  are  not  articles  of  similar 
grade  and  value  which  can  be  acceptably  sold  instead,  and  which  are 
moving  slowly.  The  quick  turn  over  in  canned  foods  is  where  the 
profit  is  made,  and  it  must  be  remembered  that  all  canned  foods  are 
depreciable  and  should  not  be  kept  over  from  one  year  to  another. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  79 


Brokers  and  packers  will  claim  that  canned  foods,  when  well 
processed,  will  keep  many  years.  The  statement  is  misleading,  other- 
wise packers  would  give  several  years'  guarantee  against  swells  and 
leaks ;  but  it  is  hard  to  get  them  to  give  over  twelve  months — and  most 
of  tJiem  refuse  to  guarantee  beyond  six  months. 

When  your  stock  is  once  taken  and  entered,  in  the  book  men- 
tioned at  the  close  of  this  chapter,  you  have  begun  a  record  which  will 
show  exactly  the  number  of  cases  in  stock,  how  many  have  gone  out 
since  the  previous  week's  stock  taking,  how  many  have  gone  in,  how 
many  cases  you  have  sold  for  several  weeks  or  months  previously, 
and  the  condition  of  the  goods. 

If  you  so  desire,  the  original  cost  can  be  entered  in  the  margin 
in  a  private  cost  mark,  known  only  by  you,  thereby  giving  you  a  com- 
pact record  of  practical  information  at  a  glance  that  no  other  form 
will  give  so  well.  The  books  are  exceedingly  simple,  durable  and 
chenp.  They  can  be  used  in  all  other  departments  as  v/ell  as  in  the 
department  of  canned  foods.  It  is  a  small,  compact  book  and  con- 
venient to   handle. 

Stocks  must  be  taken  at  fixed  dates,  weekly,  semi-monthly  or 
oftener,  and  the  intervals  must  be  absolute,  otherwise  the  record  will 
be  of  little  value.  In  buying,  however,  always,  after  looking  at  the 
stock  book,  send  a  clerk  or  telephone  the  floorman  to  verify  the  count 
on  the  article  being  considered.  You  thereby  avoid  duplicating  pur- 
chases— which  is  a  grievous  source  of  over-stocking. 

Don't  speculate.  Buy  goods  with  a  view  to  turning  them  over  at 
once  in  the  current  course  of  business.  Don't  buy  canned  foods  to  hold 
for  a  rise.  They  generally  w^on't  rise.  Buy  because  the  articles  are 
of  good  value  and  because  you  believe  they  can  be  quickly  sold. 

Buy  goods  that  are  not  quick  movers  in  the  smallest  quantities 
you  can,  to  get  the  lowest  price,  keeping  in  that  way  a  well  assorted 
stock  with  a  small  investment  of  capital.  Don't  get  too  buoyant,  or 
overconfident,  or  ashamed  to  give  out  small  orders  for  slow-moving 
goods.  Frequent  ordering  is  the  way  to  have  clean,  bright,  fresh 
stock,  and  small  storage  and  interest  expense.  It  is  also  the  way  to 
make  money  for  the  department. 

A  buyer  should  turn  his  average  canned  foods  stock  over  seven 
or  eight  times  a  year  unless  he  runs  heavily  to  house  labels,  necessi- 
tating the  stocking  of  a  large  line  and  an  extended  variety  of  goods 
under  private  labels.  In  that  case  he  will  have  to  be  content  with  turn- 
ing over  his  stock  four  or  five  times  a  year. 

Buy  quickly  and  boldly  when  quick  moving  staple  canned  foods 
are  offered  below  their  value,  but  always  consider  the  quality  care- 
fully. If  you  are  positive  of  the  merit  and  of  the  cheapness  of  an 
article,  don't  hesitate,  don't  offer  a  lower  price ;  buy  it  and  buy  the 


8o  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


line  if  you  can;  don't  divide  a  snap  with  your  competitors;  but  be 
sure  that  your  stock  will  stand  the  quantity  and  that  your  distributive 
outlet  is  adequate  to  it. 

Confer  with  your  wisest  and  ablest  salesmen,  when  you  can,  about 
important  purchases  and  get  them  interested  in  the  goods  "to  arrive." 

Beware  of  poor  qualities  in  canned  foods  and  keep  a  sharp  look- 
out for  goods  that  run  irregularly.  A  reputation  for  furnishing  re- 
liable qualities,  even  in  job  lots  or  snaps,  will  make  your  business  grow 
by  leaps  and  bounds;  but  if  your  cheap  standard  tomatoes  turn  out 
to  be  poor  seconds,  or  your  cheap  standard  peas  will  bounce  a  foot 
off  the  floor  when  dropped  or  if  the  cans  are  full  of  "yellow  boys,"  or 
if  your  big  bargain  in  canned  corn  is  full  of  flat  sours,  or  if  your  good 
trade  in  No.  1  tall  Red  Alaska  Salmon  turns  out  to  be  afflicted  with 
stinkers  or  do-overs,  all  your  labor  will  be  in  vain.  The  goods  will 
be  returned,  the  customers  will  blast  you,  the  salesmen  will  curse  you^ 
and  your  department  will  lose  money  and  prestige. 

Remember,  always  remember,  that  canned  foods  are  to  be  eaten 
and  that  they  are  largely  sold  on  confidence.  Consumers  and  retailers 
cannot  use  X-rays  on  the  cans  or  see  the  quality  without  destroying 
the  returnable  value  of  the  goods;  and,  no  matter  how  cheaply  the 
goods  are  sold  by  you,  they  must  have  a  good,  edible,  wholesome  and 
economical  value  inside  the  can. 

Examine  goods  carefully  and  critically  when  they  are  received 
and  before  you  pay  for  them.  Do  not  be  content  with  the  examination 
of  one  case.  Cut  samples  out  of  six,  twelve  or  more  cases,  depending 
upon  the  size  of  the  lot.  Have  a  beam  balance  scale  on  lyour 
cutting  table  and  weigh  canned  foods,  gross  and  net  weight;  and 
if  there  is  much  irregularity  of  weight,  open  the  cans  and  learn  why. 
Don't  be  afraid  to  cut  cans ;  it  pays  to  be  particular  and  to  compare 
qualities. 

Examine  purchases  carefully,  as  they  come  in,  for  swells,  leaks 
^nd  bad  rustics.  If  they  are  in  bad  condition,  make  the  seller  pay 
for  the  labor  of  examining  them  and  putting  them  in  good  condition. 
Don't  turn  out  goods  having  any  important  proportion  of  leaks,  swells 
or  rustics  in  the  cases.  It  will  hurt  your  business.  Retailers  hold  you, 
not  the  packers,  responsible  for  such  matters. 

Don't  buy  goods  to  job.  The  trade  of  your  competitors  or  asso- 
ciate wholCvSalers  is  of  no  value.  It  is  absolutely  unsafe  to  buy 
canned  foods  with  a  view  to  jobbing  them.  You  will  have  to  under- 
sell everyone  else  in  order  to  sell  your  competitor;  he  will  not  give 
you  a  preference  at  equal  prices,  and  he  will  buy  goods  from  you 
only  in  a  reluctant  and  limited  way.  However,  if  your  competitor 
is  overstocked,  or  willing  to  sell  an  article  as  cheaply  as  you  can  buy 
it  direct,  and  you  need  the  goods,  give  him  the  preference.  You 
thereby  unload  him  and  put  him  upon  the  market  again.    If  you  bring 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  8i 


other  goods  in  to  compete  with  him,  you  still  leave  him  overstocked 
and  anxious  to  sell  at  your  cost  and  to  keep  you  out  of  a  profit. 

See  that  your  packing  room  is  kept  free  from  broken  cases  of 
sold  out  goods.  Establish  the  rule  of  turning  out  broken  cases  on  the 
last  orders  for  the  goods  where  possible.  Take  a  customer  to  the 
packing  room  now  and  then,  and  make  a  clean  up.  Prices  need  not 
be  cut  to  do  so. 

AVatch  your  stock  book;  and  when  single  cases  appear  that  are 
not  m  regular  quotations,  make  a  list  of  them  and  have  some  sales- 
man close  them  out.  Walk  through  your  stock  occasionally  and 
examine  the  condition  of  goods  and  cases  as  to  freshness  of  appearance. 
If  3^ou  find  a  line  dead,  get  out  a  case  of  samples  and  send  to  some  of 
your  "quick  movers"  among  the  salesmen,  with  special  instructions. 
Check  up  your  stock  book  at  least  once  a  month  with  your  price  or 
sales  book  to  see  if  your  stock  is  all  quoted. 

I  have  no  interest  whatever  in  the  stock  book  I  recommend.  It 
is  for  sale  by  S.  W.  Roth,  editor  of  "The  Wholesale  Grocer,"  186  N. 
La  Salle  Street,  Chicago,  from  whom  I  bought  those  I  used.  He 
charges  $1.00  for  them  singly,  but  makes  a  lower  price  by  the  dozen^ 

The  printed  directions  do  not  tell  how  to  keep  account  of  stock 
coming  in  between  stock-taking  intervals.  This  can  be  done  w^hen 
checking  bills  for  payment,  after  goods  have  arrived,  by  writing  the 
quantity  received  with  a  red  pencil  just  above  the  regular  stock  figures. 
This  will  show  when  the  additions  to  stock  were  made.  This  is  not 
essential,  but  it  is  a  convenient  part  of  the  record.  The  stock  book 
Avith  the  short  or  flat  leaf  will  give  space  for  about  35  stock-takings; 
and  by  using  the  double  facing  page,  it  will  give  space  for  52  stock- 
takings. A  symbol  (X)  can  be  used  to  signify  bad  order  (to  be  marked 
after  a  lot  of  goods  that  needs  overhauling). 

Directions  for  Using  the  Stock  Book. 

Take  your  present  stock  book  and  copy  from  it  your  present 
stock  with  lead  pencil,  and  in  classified  and  alphabetical  order.  Put 
the  name  of  the  article  on  the  left  in  the  wide  space,  put  the  classifica- 
tion heading  at  the  top  of  the  page,  write  the  size,  grade,  number  of 
dozen  or  pounds  or  any  other  information  necessary  on  the  line  be- 
neath the  name  of  the  article  in  the  wide  space  to  the  left  (unless  you 
can  write  small  enough  to  get  it  all  on  one  line.)  Then  date  the  top 
of  the  first  ruled  column  and  insert  the  number  of  packages  opposite 
the  line  containing  the  name  of  the  article.  If  you  take  stock  once  a 
week,  date  the  top  of  the  next  column.  You  can  take  stock  as 
often  or  as  seldom  as  you  choose.  Use  the  short  or  flap  page  by  turning 
backward  when  the  columns  on  the  first  side  of  it  are  filled.  This  gives 
you  a  complete  record  of  stock  and  movement  of  goods. 


1-9 

1-16 

1-23 

41 

32 

29 

82 

71 

61 

20 

16 

11 

14 

9 

3 

41 

:^2 

19 

20 

17 

14 

22 

12 

55 

20 

13 

9 

89 

63 

49 

41 

33 

18 

29 

18 

35 

41 

32 

23 

11 

9 

r 

82  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Here  is  a  sample  of  entries  : 

Canned   Vegetables. 

Beans,  Baked,  1913.  1-2 

Van  Camp's  T.  S.,  No.  3,  2  dozen 50 

Vy,n  Camp's  T.  S.,  No.  2,  2  dozen 100 

Van  Camp's  T.  S.,  No.     ,  4  dozen 25 

Van  Camp's  Plain,  No.  3,  2  dozen 25 

Van  Camp's  Plain,  No.  2,  2  dozen 50 

Van  Camp's  Plain,  No.  1,  2  dozen 25 

Snider's  T.  .S.,  No.  3,  2  dozen 50 

Snider's  Plain,  No.  3,  2  dozen 25 

Snider's  T.  S.,  No.  2,  3  dozen. 100 

Snider's  Plain,  No.  2,  3  dozen 50 

Snider's  T.  S.,  No.  1,  4  dozen 40 

Snider's  Plain,  No.  1,  4  dozen 60 

Snider's  T.  S.,  No.  10,  >4  dozen 15 

CHAPTER  XXV. 

CANNED  ASPARAGUS. 

Asparagus  is  a  marine  p-lant  growing  and  thriving  best  near  salt 
water.  It  is  canned  in  a  limited  way  on  Long  Island  and  at  Oyster 
Bay  in  the  East,  but  the  soil  is  not  well  adapted  to  its  growth.  It  is 
grown  and  canned  to  fine  advantage  and  of  fine  quality  in  Utah,  near 
the  Great  Salt  Lake.  When  grown  and  canned  in  the  interior,  away 
from  salt  water,  it  is  usually  green,  tough  and  unpalatable.  It  is  largely 
cultivated  in  Europe,  and  the  vegetable  is  reputed  to  be  a  fine  diuretic 
and  is  frequently  prescribed  by  physicians  for  urinary  complaints. 

It  is,  however,  grown  to  greatest  perfection  in  California,  and 
its  production  and  canning  in  that  State  has  become  a  very  important 
industry. 

California  asparagus  is  grown  almost  entirely  on  islands  in  the 
deltas  at  the  mouths  of  the  Sacramento  and  San  Joaquin  Rivers, 
below  the  cities  of  Sacramento  and  Stockton.  That  district  is  prac- 
tically at  sea  level, — in  fact,  the  tides  from  the  Pacific  Ocean  are  felt 
throughout  the  entire  delta  region. 

That  entire  district  is  of  a  swampy  character  as  is  evident  by  the 
heavy  growth  of  tule  grass.  This  tule  grass  is  to  a  very  large  extent 
responsible  for  these  islands,  each  year's  growth  forming  a  kind  of 
peat  or  tule  island. 

These  lands  were  originally  subject  to  overflow  at  very  high 
water,  necessitating  the  building  of  levees.    After  the  island  is  thor- 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  83 


oughly  protected  by  levees,  the  water  remaining,  or  that  which  seeps 
in,  is  pumped  over  the  levee  back  into  the  river. 

The  soil  of  these  islands  is  extremely  rich  and  productive.  It  is 
a  very  light  soil  and  will  burn  when  dry  if  ignited.  It  is  peculiarily 
adapted  for  the  cultivation  of  asparagus. 

Asparagus  is  started  from  seed.  The  seed  is  taken  from  the  plants 
the  latter  part  of  September  and  planted  the  following  March  about 
two  inches  under  ground,  in  rows  about  20  inches  apart.  These 
rows  must  be  well  cultivated  during  the  summer  following  the  planting. 

The  latter  part  of  November  of  that  year,  the  roots  formed  are 
dug  up  and  left  out  of  the  ground  about  a  month.  In  the  meantime  the 
ground  is  thoroughly  plowed  and  harrowed  and  struck  off  into  rows 
about  nine  feet  apart,  with  furrows  about  one  foot  deep  between  the 
rows.  Then  these  same  roots  are  planted  deep  and  left  to  grow,  about 
18  inches  apart,  in  rows  about  12  inches  deep,  being  well  cultivated  all 
summer  and  not  cut  over  for  market  purposes.  The  tops  of  the  plants 
are  permitted  to  grow  and  are  cut  off  in  January.  The  ground  is  then 
ridged  up  and  taken  care  of  until  spring,  when  the  first  cutting  from 
the  bed  can  be  made. 

This  first  cutting  does  not  amount  to  very  much  and  should  be  of 
short  duration  so  that  the  roots  may  have  plenty  of  time  to  strengthen 
themselves  before  next  season. 

The  second  year's  cutting  will  increase  quite  a  little  over  the 
first;  but  again  the  season  of  cutting  should  be  short,  so  as  to  insure 
the  roots'  ga+hering  plenty  of  strength  and  thus  preparing  themselves 
for  heavier  cutting  the  third  year.  In  other  words,  the  bed  does  not 
yield  very  heavily  until  the  third  cutting  season,  which  is  five  years 
from  the  time  of  the  first  work  toward  planting  is  done. 

The  quality  of  asparagus  is  regulated  to  a  very  large  extent  by 
the  amount  of  care  given  the  beds  during  the  first  three  years  of 
their  existence.  It  involves  a  very  heavy  expenditure,  and  an  endless 
amount  of  patience  and  painstaking  work. 

The  floods  that  do  so  much  damage  to  this  American  industry  are 
the  direct  result  of  warm  rains,  coupled  with  a  very  heavy  snowfall 
in  the  Sierra  Nevada  Mountains.  It  is  not  an  unusual  thing  for  there 
to  be  from  100  to  150  inches  of  snow  on  the  level  at  points  on  the 
highest  range  of  the  Sierra  Nevadas,  where  the  Government  has  its 
observation  station. 

The  slightest  break  in  the  levee  will  generally  result  in  the  flood- 
ing of  the  island  affected.  If  the  levee  is  promptly  repaired  and  the 
wat«T  pumped  out,  the  damage  to  the  beds  may  be  small.  In  many 
instances,  hov/ever,  it  has  not  been  possible  to  accomplish  this,  with 
the  result  that  the  beds  were  entirely  ruined,  causing  a  tremendous 
loss. 


84  HOW  TO  BUY  AND  SETX  CANNED  FOODS. 


Asparagus  is  cut  just  as  soon  as  it  breaks  through  the  ground. 
Long  chisels  are  used  in  cutting  it  below  the  surface.    The  stalk  is  at 
least  7^2  inches  long  when  cut. 

Good  asparagus  is  no  sooner  cut  than  it  is  delivered  to  the 
cannery,  where  it  is  assorted  into  the  different  grades  and  cut  accord- 
ing to  the  cans  to  be  filled.  It  is  then  plunged  into  cold  water  and 
taken  to  the  sorting  tables,  where  it  is  sorted  over  and  over  again  and 
put  into  cans. 

As  soon  as  the  cans  are  filled,  they  are  passed  to  the  brine  table 
and  filled  with  a  carefully  prepared  salt  brine  of  about  13%.  The 
cans  are  then  capped  and  taken  to  the  exhaust  tub,  where  they  are 
left  in  boiling  water  for  five  minutes,  a  vent  hole  having  been  left  in 
the  can.  When  they  come  from  this  exhaust  tub,  the  hole  in  the  cap 
i:-  soldered  up. 

The  cans  are  next  taken  to  the  retort,  where  they  cook  for  from 
20  to  25  minutes  at  a  temperature  of  232  degrees  (in  dry  steam).  Just 
as  they  come  from  the  retort  they  are  plunged  into  cold  water.  When 
cool,  the  cans  are  taken  to  the  warehouse,  where  they  should  remain 
about  three  weeks  before  being  shipped. 

Every  detail  connected  with  the  handling  of  asparagus  is  the  very 
personification  of  cleanliness;  in  fact,  to  visit  a  cannery  when  it  is  in 
active  operation  is  to  satisfy  one  that  nothing  could  be  more  whole- 
some, more  sanitary  or  more  hygienic  in  every  respect  than  asparagus 
when  handled  in  this  way. 

Some  packers  are  not  so  favorably  situated ;  in  fact,  some  of  them 
have  their  cannery  located  in  San  Francisco,  depending  upon  the  city 
market  for  their  supply. 

Asparag-us  for  the  city  markets  and  for  canneries  located  away 
from  the  beds  is  cut  during  the  day  and  loaded  on  steamers  that  pass 
down  the  river  in  the  evening,  reaching  its  destination  sometime  in 
the  morning  and  not  reaching  the  canners  before  noon.  In  other 
words,  the  asparagus  would  be  at  least  twenty-four  hours  out  of  the 
ground  before  it  is  put  into  cans.  When  packed  at  the  beds  it  is  in  the 
cans  within  two  hours  from  the  time  it  is  gathered,  hence  the  great 
difference  in  the  quality  of  the  different  packs. 

When  asparagus  beds  are  cut  over  too  long,  the  roots  do  not  have 
an  opportunity  to  recuperate  before  the  new  crop,  with  the  result  that 
the  size  of  tlie  asparagus  gets  smaller  every  year,  and  tough. 

Asparagus  is  much  better  when  canned  crisp,  or  quickly  after 
being  cut.  The  stalks  are  assorted  into  green  or  white  and  into  five 
sizes.  Defective  or  crooked  stalks  are  cut  into  soup  stock.  The  five 
sizes  are  designated  as  giant  (about  13  stalks  to  a  No.  2>4  square  can), 
mammoth  (20-22  stalks),  large  (30-33  stalks),  medium  (38  stalks),  and 
small   (45-50  stalks). 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  85 


Asparagus  tips  are  packed  in  No.  1  square  cans.  They  are  cut 
from  small  stem  asparagus  and  graded  as  to  the  number  of  tips  in  a 
can. 

Peeled  asparagus  is  made  from  the  larger  stalks  from  which  the 
tough  surface  is  cut  or  scraped. 

The  asparagus  beds  are  mulched  or  covered  with  straw  or  as- 
paragus tops.  This  has  the  effect  of  bleaching  the  asparagus,  keeping 
the  tips  from  the  sun. 

The  consuming  public  is  coming  to  understand  now,  however, 
that  the  green  asparagus  is  even  of  better  or  sweeter  flavor  than  the 
pure  white. 

There  are  numerous  varieties  of  asparagus — all  regarded  as  good 
except  a  certain  kind  that  is  found  with  purple  colored  tops  when 
canned.    This  is  not  considered  a  good  flavored  kind. 


CHAPTER  XXVL 

CANNED  PEACHES. 

The  peach  is  a  deciduous  annual  fruit.  That  is  to  say,  it  blooms 
and  bears  fr  lit  only  once  in  twelve  months.  It  is  reputed  to  have 
originated  in  Persia  and  Northern  India,  but  is  now  cultivated 
throughout  ihe  world  in  the  lower  temperate  or  higher  tropical  lati- 
tudes. 

The  nectarine  is  a  variety  of  peach  having  smooth  skin  while  the 
other  varieties  of  peaches  have  downy  or  velvety  skin.  Peaches  are 
extensively  grown  in  the  United  States,  especially  in  Delaware,  Mary- 
land, New  Jersey,  Georgia,  Arkansas,  Texas,  California  and  to  a 
greater  or  less  extent  in  nearly  every  State  in  the  Union.  Being  a 
semi-tropical  fruit,  however,  it  does  not  thrive  in  this  country  in 
localities  north  of  the  45th  parallel — and,  in  fact,  is  rather  uncertain 
as  to  yield  in  localities  north  of  the  42nd  parallel. 

There  are  three  well  recognized  varieties  of  the  fruit,  viz. ;  The 
Free  Stone,  known  as  Yellow  Free  or  Yellow  Crawford,  which  is  a 
soft,  rich  and  luscious  fruit ;  Lemon  Cling  or  Orange  Cling,  a  fine,  firm 
yellow  fruit  which  adheres  to  the  stone  or  pit  and  must  be  cut  off, 
and  the  White  Heath  or  White  Cling,  a  very  fine  flavored  peach,  the 
meat  of  which  is  white.  These  are  the  three  varieties  which  are  geh- 
erally  cultivated  and  best  known ;  but  an  extensive  and  almost  end- 
less number  of  varieties  has  been  produced  by  orchardists,  many  of 
them  of  fine  fibre  and  delicious  flavor,  known  or  called  usually  by  the 
name  of  their  original  producers,— such  as  The  Phillips  Cling,  The 
Levi  Cling,  The  Solway,  Muir,  The  Gold  Drop  and  the  Elberta,  but 
not  all  of  these  are  suitable  for  canning  purposes. 


86  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  peach  is  the  most  popular  and  the  most  useful  of  all  fruits 
cultivated  in  the  United  States  for  preserving  or  canning  purposes. 
It  is  also  very  popular  for  evaporating  or  drying.  Peaches  are  usually 
peeled,  pitted  and  halved,  then  put  into  the  cans  and  processed.  The 
degree  of  syrup  put  upon  the  fruit  regulates  the  value  to  an  important 
extent.  It  ranges  from  ten  degrees,  which  is  the  required  degree  for 
standard  fruit  on  the  Baltimore  Canned  Foods  Exchange,  to  40  de- 
grees. 

The  degree  of  syrup  so  expressed  does  not  convey  to  the  unitiated 
an  adequate  idea  as  to  hov^  much  sugar  is  used,  v^hich  is  shown  as 
follows : 

In  10  degrees  syrup,  2J^  pounds  of  sugar  is  used  to  the  gallon  of 
water. 

In  15  degrees  syrup,  3%  pounds  of  sugar  is  used  to  the  gallon  of 
water. 

In  20  degrees  syrup,  43/^  pounds  of  sugar  is  used  to  the  gallon  of 
water. 

In  30  degrees  syrup,  6^  pounds  of  sugar  is  used  to  the  gallon  of 
water. 

In  40  degrees  syrup,  8  pounds  of  sugar  is  used  to  the  gallon  of 
water. 

When  too  heavily  processed  canned  peaches  turn  pink  or  red  in 
the  can.  This  does  not  damage  them  as  to  flavor  or  wholesomeness,  but 
renders  them  unsightly.  Peaches  preserved,  or  cooked  in  open  kettles 
always  turn  red.  In  California  canners  have  established  the  following 
grades  of  canned  fruits  :  Double  Extras,  40  degrees  syrup ;  Extras,  30 
degrees;  Extra  Standards,  25  degrees  syrup;  Standards,  15  degrees 
syrup;  Seconds,  about  5  degrees  syrup;  Water  Grad«,  no  syrup  and 
peeled  and  unpeeled  Pie  Fruit  in  water. 

In  Baltimore  the  grades  are :  Extras,  20  degrees  syrup  and  up- 
ward; Standards,  10  degrees  syrup;  Seconds,  without  syrup  and  un- 
peeled pie  fruit. 

The  degree  of  syrup  used  on  different  kinds  of  fruit  is  not  uniform, 
however.  Pears  and  cherries  require  less  syrup  and  plums  more  than 
the  average  Packers  aim  to  make  the  goods  palatable  and  to  pul 
enough  syrup  in  their  table  fruit  to  please  the  taste  and  not  so  much 
as  to  destroy  freshness  and  naturalness  of  flavor.  California  peaches 
are  packed  in  No.  10,  No.  3,  No.  2  and  No.  1  size  cans. 

Fine  canned  peaches  are  packed  in  Michigan,  New  York,  Georgia, 
Texas  and  Arkansas,  usually  in  No.  2>^,  No.  3  and  No.  10  cans  of  the 
several  grades  and  qualities.  Sliced  peaches  are  also  canned  and  are 
quite  popular  and  salable.  Some  prefer  the  flavor  of  Eastern  peaches 
to  the  peaches  of  the  Pacific  Coast  because  of  the  degree  of  acidity 
found  in  the  latter. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  87 


There  are  three  methods  of  peeHng  peaches,  hand  peeling,  machine 
peeling  and  brush  peeling.  Hand  peeling  is  done  by  hand  with  sharp 
knives.  Machine  peeling  is  done  with  several  kinds  of  appliances  and 
can  be  recognized  by  the  regularity  of  the  width  of  the  peeling 
removed.  It  is  usually  not  perfect  unless  completed  by  hand.  Brush 
peeling  is  done  by  dipping  the  fruit  in  scalding  water  and  then  running 
it  over  and  under  a  line  of  stiff  brushes.  These  remove  the  peeling. 
Peaches  are  also  peeled  by  steaming  until  the  skin  loosens  or  by  pass- 
ing the  fruit  through  a  weak  solution  of  lye.  It  is  claimed  by  some 
packers  that  the  flavor  of  the  fruit  is  best  preserved  by  hand  peeling; 
but  this  claim  is  regarded  by  other  packers  as  more  sentimental  than 
real. 

Bakers  use  peeled  pie  peaches  in  No.  10  or  gallon  cans,  and  prefer 
the  yellow  free  to  the  cling  varieties,  as  the  free  peach  packs  closely 
in  the  can  and  will  make  more  pies  to  the  can  than  the  firm  cling 
fruit.  Preservers,  on  the  other  hand,  prefer  the  lemon  cling  peeled 
pie  fruit,  as  it  is  firmer  and  retains  its  shape.  Unpeeled  pie  fruit  in 
No.  10  and  No.  3  cans  is  used  to  some  extent  but  is  poor  stuff,  the  re- 
jected or  fallen  fruit  being  largely  used  in  canning  the  grade. 

Salesmen  should  always  urge  their  customers  to  buy  as  high 
grades  of  canned  peaches  as  possible.  It  is  better  to  have  a  complaint 
seldom  give  satisfaction  and  make  no  friends  for  retailer  or  wholesaler 
of  the  price  than  of  the  quality.  Peaches  in  water,  or  without  syrup, 
unless  when  bought  and  used  for  pie  fruit. 

CHAPTER  XXVII. 

ESTABLISHED  SIZES  OF  CANS. 

Salesmen  should  understand  thoroughly  and  should  inform  their 
customers  that  there  is  no  such  thing  as  selling  canned  foods  by 
weights  (with  one  or  two  exceptions,  which  we  give  below). 

The  sizes  of  cans  were  established  originally  in  this  country  by 
the  Baltimore  Canned  Foods  Exchange  many  years  ago.  Cans  are 
designated  by  number,  not  by  pounds  as  follows: 

No.  1  cans,  2^  inches  in  diameter,  4  inches  in  height. 
No.  2  cans,  3  7-16  inches  in  diameter,  4  9-16  inches  in  height. 
No.  3  cans,  4  3-16  inches  in  diameter,  4J^  inches  in  height. 
No.  10  cans,  6^4  inches  in  diameter,  7  inches  in  height. 

C^y^iornia.  has  established  a  standard  size  for  cans  known  as  No. 
2  /fe  size.  They  must  measure  4  inches  in  diameter  and  4^  inches  in 
height  and  California  packers  designate  the  No.  10  cans  as  No.  8  cans. 

Salmon  is  packed  full  weight,  or  16  oz.  net,  to  the  No.  1  can  tall 
or  flat ;  and  8  oz.  net  to  the  No.  >^  cans.    Lobster  is  canned  the  same 


88  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


way.     Canned  meats  are  also  packed  full  weight.    These  are  the  ex- 
ceptions to  the  rule. 

Syrup  is  also  heavier  than  water,  and  goods  in  heavy  syrup  weigh 
more  than  those  in  light  syrup.  The  average  weight  of  a  filled  No.  10 
can  is  from  6 34  to  7^^  pounds  gross  (can  and  contents).  The  average 
weight  of  a  No.  3  can  is  from  37^  to  40  ounces  gross.  Of  a  No.  2>^ 
can  the  average  gross  weight  is  from  33>^  to  35  ounces.  A  No.  1 
salmon  or  lobster  can  should  weigh  from  ISy^  to  20  ounces  and  cut 
out  16  ounces  of  meat. 

Ovsters  and  crabs  are  packed  in  the  Baltimore  size  cans.  They 
are  not  full  weight  16  ounce  goods,  but  are  sold  by  number  or  size  of 
can.  Clams  are  packed  usually  in  the  larger  size  No.  1  cans,  but  are 
not  full  weight. 

Some  States  require  that  the  net  weight  of  the  contents  of  cans 
be  printed  on  the  labels.  In  vegetables  or  fruits  this  can  only  be  esti- 
mated, as  there  must  be  a  certain  amount  of  water  in  the  cans  to  act 
as  a  conductor  of  heat  through  the  contents  so  that  they  may  be 
properly  and  sufficiently  sterilized.  In  addition,  some  substances 
have  a  denser  fibre  than  others,  and  weigh  heavier. 

Bulletin  No.  10  of  the  National  Canners'  Association,  dated  Feb- 
ruary 13,  1913,  in  part,  reads  as  follows : 

"Standardization  of  Can  Sizes. — At  a  recent  meeting  in  Chicago, 
Messrs.  George  W.  Cobb,  Thomas  G.  Cranwell  and  W.  R.  Olney  were 
appointed  a  committee  on  the  above  subject.  After  a  careful  study  of 
the  subject  those  gentlemen  made  a  report  stating  that  they  had  agreed 
upon  the  following  sizes,  that  is  to  say: 

Hole  and  Cap  Cans.  Diam.  Height. 

No.    1    size 2  11-16         4 

No.   2 sys  4  9-16 

No.  2yi    4  4^ 

No.  3  47^  inches 4  3-16  4J^ 

No.  3  5  inches 454  5  inches 

No.  3  55^  inches 4^  5^  inches 

No.  10    6%  ey 

Sanitary  Cans. 

No.  1  size 2  11-16        4 

No.  2   3  7-16  4  9-16 

No.  2>4    41-16  4^ 

No.  3  4:Ji  inches 4^4  4% 

No.  3  5  mches 4:%.  5  inches 

No.  3  5^^  inches 4^4  5^^  inches 

No.   10 6  3-16  7 

It  will  be  noted  that  the  standard  sizes  recommended  represent  no 
changes  whatever  in  most  cases,  and  such  changes  as  have  been  made 
are  minor.    There  are  no  changes  whatever  as  regards  diameters. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  89 


It  was  found  that  while  there  are  some  slight  variations  in  cans 
made  by  different  manufacturers,  still  these  were  insignificant  and 
would  make  no  appreciable  difference  in  capacities.  Nevertheless,  it 
is  thought  best  that  any  variations,  however  slight,  should  be  done 
away  with  and  uniform  standards  adopted  by  all. 

CHAPTER  XXVIII. 
CANNED  PINEAPPLE. 

The  pineapple  is  a  tropical  fruit  which  originated  in  tropical 
America,  but  is  now  extensively  cultivated  throughout  the  tropical  and 
semi-tropical  world.  It  is  called  "Pineapple"  because  the  shape  of 
the  fruit  and  its  external  appearance  is  somewhat  like  that  of  a  cone 
from  a  pine  tree. 

Pineapples  grow  on  a  low  plant  with  serrated,  sharp  pointed 
leaves,  each  plant  bearing  only  one  pineapple.  They  are  propagated 
entii-ely  by  crowns  or  suckers,  as  perfect  seeds  are  hard  to  obtain. 
It  is  probably  next  to  peaches  in  importance  as  a  fruit  for  canning 
purposes  and  the  canned  article  is  growing  in  popularity  and  increas- 
ing heavily  in  annual  consumption.  It  is  a  fruit  with  the  steadiest 
valiie  of  any.  as  the  crop  is  affected  only  by  drought  and  is  now 
of  such  extended  cultivation  that  sufficient  for  canning  purposes  can 
nearly  always  be  obtained. 

Pineapple  retains  its  flavor  perfectly  when  properly  canned,  and 
is  a  most  delicious  and  wholesome  fruit.  We,  for  many  years,  relied 
upon  the  Bermudas  and  West  Indies  for  pineapples;  but  the  fruit  is 
now  cultivated,  in  a  small  way,  in  Florida,  Porto  Rico,  The  Isle  of 
Pines  and  Central  America,  and  extensively  in  Hawaii,  the  Malay 
Peninsula  and  elsewhere  in  the  tropics. 

The  pineapple  pack  for  the  season  of  1907  and  1908  was  as  follows : 

Packed  at  Singapore,  Malay  Peninsula 794,100  cases 

Packed  in  Hawaii 247,000  cases 

Packed  in  Baltimore,  Md 154,000  cases 

Packed  in  Bahama  Islands 68,000  cases 

Packed  m  Florida 5,700  cases 

Packed  :n  Cuba :  .  1,300  cases 

Packed  in  Trinidad   900  cases 

Total    1,399,900 

The  United  States  consumed  about  one-third  of  the  pack  of 
Singapore,  and  nearly  the  entire  pack  of  Hawaii,  Boltimore,  the 
Bahamas,  Florida  and  Porto  Rico  in  that  season.  Since  that  t-me  the 
output   of  Hawaii   has   enorm.ously   increased — being   in   1913   about 


90     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


750,000  cases,  and  in  1913,  about  1,000,000  cases.  Singapore  pineapples 
have  not  been  imported  to  any  extent  since  1910,  as  a  tariff  decision  as 
to  syrup  practically  precluded  its  use  in  the  United  States. 

A  great  advantage  enjoyed  by  the  pineapple  packers  located  in 
the  Bahamas,  in  Hav^aii,  in  Singapore  and  in  some  other  localities 
v»'here  the  pineapple  is  grov^n,  is  that  it  can  be  packed  there  at  the 
proper  and  perfect  stage  of  ripeness,  or  as  has  been  said,  "with  the 
sunshine  in  the  can." 

When  packed  in  localities  far  distant  from  the  place  where  grown, 
pineapples  must  be  gathered  before  they  are  ripe  and  allowed  to  ripen 
in  transit,  as  they  would  not  stand  shipping  if  gathered  when  fully 
ripe. 

This  artifically  ripened  fruit  is,  therefore,  white,  fibrous  and 
tough,  and  not  so  well  flavored  as  the  pineapple  which  is  packed  where 
grov/n.  The  styles  of  packing  are  various  and  are  as  follows :  Whole, 
Sliced,  Grated,  Cubes,  Chunks,  Smooth,  Spiral  Sliced,  Whole  Sliced 
Cored,  Half  Sliced  Cored  and  not  Cored,  Shredded,  Crushed  and  Pie 
Grated. 

Singapore  Pineapple  is  packed  in  tall  cans  containing  a  whole 
pineapple,  peeled,  in  syrup,  but  not  cored ;  in  cans  containing  5  pounds 
net  of  chunks  in  about  14  degrees  of  syrup;  in  tall  cans  containing  i^ 
pounds  of  pineapple  in  entire  smooth  slices  cored,  or  in  entire  cored 
spiral-edged  slices;  in  flat  cans  containing  1^  pounds  net  in  chunks 
which  are  about  one  inch  square  on  the  ends,  extending  in  length  the 
full  depth  of  the  can ;  in  flat  cans  containing  about  1^  pounds  of  about 
one  inch  cubes;  in  cans  designated  as  No.  1,  which  contain  about  % 
of  a  pound  in  chunks,  and  finally  in  cans  containing  sliced  whole  and 
cored  pineapples. 

For  some  time  the  Government  so  construed  the  Dingley  Tariflf 
that  Singapore  pineapple  could  be  imported  in  light  syrup  only.  This 
construction  was  modified  in  1910,  and  importations  after  that  were 
much  improved  in  quality,  being  packed  with  heavier  syrup.  This 
grade  of  pineapple  is  produced  very  cheaply  because  of  the  cheap 
labor  used  in  its  cultivation  and  preparation.  It,  however,  is  inferior 
in  flavor  to  either  Hawaiian  or  Bahaman  or  the  best  Baltimore  packed 
pineapple,  as  insufficient  care  is  used  in  the  selection  and  handling 
of  the  fruit. 

It  sells  because  of  its  cheapness,  but  it  is  not  a  good  repeater. 
Buyers  should  handle  it  cautiously  and  in  small  lots.  The  Payne 
Tariff  increases  the  duty  on  this  article  and  will  increase  the  price 
about  ten  or  fifteen  per  cent. 

V  Look   out   for   swells   and    leakers   in    Singapore   pineapple.     It 

should  be  thoroughly  examined  at  once  on  arrival,  as  importers  give 
only  a  30-day  guarantee  against  swells. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  91 


Hawaiian  Pineapple  is  packed  in  cans  designated  by  size  or  num- 
ber like  all  canned  fruits  packed  in  the  United  States,  Hawaii  now 
being  a  part  of  this  country.  Pineapple  packed  in  Hawaii  is  of  a  fine, 
luscious  ripeness  and  most  delicious  flavor. 

The  sliced  is  packed  in  No.  2  and  No.  2>^  cans,  and  each  can  con- 
tains from  seven  to  nine  whole  slices,  peeled  and  cored,  in  rich  syrup. 
This  description  applies  to  the  extra  or  fancy  goods.  The  standard 
grade  is  not  quite  perfect  as  to  the  slices,  some  of  them  not  being 
entire,  and  the  syrup  is  a  little  lighter;  but  it  is  otherwise  as  good  as 
the  extra  grade. 

The  crushed  and  grated  styles  of  Hawaiian  pineapple  in  No.  2  and 
No.  10  cans  are  in  great  demand  by  confectioners  and  soda-water 
dispensers. 

The  pineapple  packing  industry  is  comparatively  new  in  Hawaii, 
but  as  the  product  comes  in  free  of  duty  and  is  of  such  delicious  tender- 
ness and  flavor,  the  demand,  so  far,  has  exceeded  the  supply.  An  ex- 
tensive advertising  campaign  instituted  by  the  packers  of  this  fine 
article,  in  which  its  merits  were  described  in  many  of  the  publica- 
tions of  highest  popularity  and  circulation  in  this  country,  created  a 
general  and  heavy  demand  for  it. 

Very  little  canned  pineapple  from  Cuba,  Trinidad,  Florida  or 
Porto  Rico  comes  on  the  Western  market,  our  grades  being  confined 
to  Hawaii,  Singapore,  Baltimore  and  Bahama  packing. 

Grated  Pineapple  is  of  several  grades,  and  is  packed  in  various 
sized  cans.  Extra  is  packed  from  clear  fruit,  free  from  eyes  and  cores, 
and  in  heavy  syrup. 

Standard  is  packed  in  fair  syrup,  from  fruit  clear  of  eyes,  but  the 
cores  are  crushed  with  the  fruit. 

Pie  graced  is  made  from  the  second  peeling  of  the  fruit  and  has 
considerable  of  the  eye  or  inner  hull  of  the  pineapple  in  it.  It  is 
packed  in  water. 

Shredded  and  crushed  pineapple  are  merely  certain  styles  of 
preparation  and  are  more  especially  for  confectioners'  use. 

Bar  cut  pineapple  is  used  in  mixed  drinks  and  is  a  half  slice,  not 
cored,  in  syrup. 

Cocktaii  pineapple  is  in  heavy  syrup,  is  coreless  and  eyeless,  and 
is  forked  up  into  small  pieces  to  be  used  in  mixed  drinks. 

Selling  Points. — Pineapple  in  cans  is  of  a  most  grateful  flavor  and 
ib  liked  by  people  of  most  all  nationalities.  The  canned  article  is  much 
superior  to  the  green  fruit  imported  and  sold  in  fruit  stores.  The 
fruit  is  delicate  and  decays  quickly.  It  is,  therefore,  imported  partly 
green  and  is  fibrous  and  tough  and  much  inferior  to  canned  pineapple. 

This  fruit  retains  its  naturalness  of  flavor  when  canned  more 
perfectly  than  any  other.     It  is  usually,  when  canned,  quality  con- 


92  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


sidered,  cheaper  than  any  other  fruit  and  is  a  wholesome  and  econom- 
ical product,  keeping  so  for  many  years.  It  is  an  article  that  brings 
the  retail  grocer  a  nice  profit  and  that  will,  for  any  extra  attention  he 
devotes  to  it,  reward  him  by  attracting  and  holding  trade. 

CHAPTER  XXIX. 
CANNED  PEARS. 

The  pear  is  a  fruit  belonging  to  the  same  botanical  genus  as  the 
apple.  It  is  of  ancient  origin,  going  back  into  great  antiquity.  The 
pear  tree  is  hardy,  even  more  so  than  the  apple  tree.  It  is  a  fruit  of 
the  temperate  climate,  but  thrives  best  in  the  middle  and  higher  lati- 
tudes. Throughout  the  world  there  exists  an  almost  numberless  va- 
riety of  pears,  but  those  best  known  in  the  United  States  and  used  for 
canning  purposes  are  the  Bartlett  and  the  Keifer  varieties. 

The  Bartlett  pear  is  a  soft  and  delicious  fruit.  It  is  of  such  sweet- 
ness naturally  that  only  a  light  syrup  is  desirable.  A  heavy  syrup  is 
not  needed  and  tends  to  spoil  the  natural  freshness  and  delicacy  of 
flavor  of  the  fruit.  California  grows  glorious  Bartlett  pears  of  large 
size.     Washington  and  Oregon  also  produce  splendid  pears. 

Good  judges,  however,  agree  that  the  New  York  Bartlett  pears, 
though  smaller,  are  of  finer  fibre  and  more  delicately  delicious  than 
the  large  fruit  grown  on  the  Pacific  Coast.  Improvements  are  being 
made,  however,  in  California  and  Oregon  by  grafting;  and  it  is  pre- 
dicted that  the  coast  fruit  will,  ere  long,  be  unexcelled  in  flavor  as 
well  as  in  size. 

Keifer  Pears  are  very  hardy  and  usually  quite  hard.  They  ripen 
so  slowly  that  canners  are  sometimes  compelled  to  remove  them  from 
the  trees  to  protect  them  from  freezing,  and  to  ripen  them  by  packing 
them  in  dry  straw  before  putting  them  in  cans.  This  pear  has  not  the 
natural  svv^ectness  of  the  Bartlett  variety  and  z  liberal  use  of  syrup  is 
essential  to  make  it  palatable. 

It  is  very  difficult  to  process  canned  pears  sufficiently  to  hermeti- 
cally seal  them  in  cans  and  at  the  same  time  avoid  discoloring  them,  as 
an  excess  of  heat  is  sure  to  turn  them  pink  or  red  in  the  can.  While 
thi«  does  not  injure  their  flavor  or  render  them  unpalatable  or  un- 
wholesome, it  does  spoil  the  appearance  of  the  fruit. 

All  pears  are  hand  peeled,  carefully  cored  and  stemmed  and  im- 
mediately dropped  into  a  light  solution  of  salt  water  to  protect  them 
from  contact  with  the  atmosphere  and  consequent  discoloration.  They 
are  processed  not  longer  than  ten  or  twelve  minutes,  or  about  half 
the  usual  time;  but  that  seems  sufficient  to  cause  them  to  keep  and 
yet  retain  a  bright,  white  color. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  93 


Keifers  or  other  hard  varieties  of  pears  should  be  peeled,  cut  in 
quarters  and  the  seeds  and  core  removed.  Bartlett  pears  are  softer  and 
are  usually  cut  in  halves,  the  stem  being  sometimes  left  on  one  half. 
Ihe  seeds  and  cores  are  then  removed  and  the  cans  processed,  being 
filled  with  Avater  or  a  light  or  heavy  syrup  as  required. 

The  Selling  Points. — Bright,  color;  freedom  from  red  or  pink  dis- 
coloration from  over  cooking;  nicety  of  handling  shown  by  careful 
coring  and  peeling;  syrup  not  so  light  as  to  leave  them  unpalatable, 
and  not  so  heavy  as  to  spoil  their  flavor;  cans  well  filled,  and  fruit  free 
from  specked  or  imperfect  pieces. 


CHAPTER  XXX. 
CANNED  LOBSTER. 

In  the  packing  of  lobsters  there  are  perhaps  more  difficulties  and 
disappointments  than  in  the  packing  of  any  other  canned  product  in 
tins.  It  often  happens  that  severe  storms  destroy  lobster  traps  and 
fishermen's  gear,  bringing  the  entire  packing  business  to  a  standstill. 

The  method  of  catching  lobsters  is  interesting.  Traps  are  placed 
anywhere  from  one  to  seven  miles  from  the  shore.  These  traps  are  a 
box-like  contrivance  about  four  feet  long,  two  feet  wide,  and  one  and 
one-half  feet  high.  They  are  made  from  common  laths,  in  the  center 
of  each  end  being  a  small,  round  opening  about  4^^  inches  in  diameter. 
An  inclined  plane  runs  to  those  openings,  and  the  openings  are  large 
enough  to  permit  lobsters  weighing  from  one  pound  to  four  pounds 
to  crawl  through.  Once  inside  the  trap,  the  lobsters  cannot  get  out. 
The  inclined  plane  is  missing  and  they  cannot  get  up  to  the  opening. 
It  is  the  choice  bit  of  bait  inside  the  trap  which  inveigles  the  lobster  to 
enter.    Herring  is  principally  used  for  bait. 

The  traps  are  put  in  the  water  on  a  trawl  line,  this  being  a  long 
rope  anchored  at  both  ends  with  a  buoy  at  each  anchor,  to  mark  the 
placing  of  tlie  trawl.  The  traps  are  attached  to  this  trawl  line,  there 
being  25  or  30  on  each  line,  placed  about  10  feet  apart.  Each  trap  has 
sufficient  stone  weight  inside  to  sink  it  to  the  bottom  and  hold  it  there. 
One  fisherman  will  fish  from  perhaps  100  to  125  of  these  traps.  The 
fishermen  start  at  one  end  of  these  trawls  and  haul  in  one  trap  at  a 
time  until  all  have  been  taken  care  of.  The  lobsters  are  removed  from 
a  small  door  in  the  top  of  the  trap,  and  then,  after  fresh  bait  has  been 
arranged,  the  trap  is  again  lowered  to  the  bottom.  Each  trap  will 
catch  at  a  setting  anywhere  from  one  to  eight  lobsters. 

The  fishermen  bring  the  lobsters  directly  to  the  factory  where 
they  are  picked  over  carefully  and  dead  lobsters  thrown  out.  Only 
live  lobsters  are  put  through  the  process  of  canning. 


94  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Three  or  four  hundred  pounds  are  put  in  boiling  tanks.  After 
boiling  the  proper  length  of  time,  the  lobsters  are  taken  out  and 
placed  on  coolers.  After  cooling,  so  as  to  permit  handling,  the  claws 
and  tails  are  broken  off  and  go  through  the  process  of  canning.  The 
bodies  are  thrown  aside  as  waste  and  are  not  packed  in  any  form. 

That  part  of  the  help  called  "crackers"  now  take  the  claws  and 
tails,  removing  the  meat  therefrom.  The  meat  is  cleaned  thoroughly 
before  being  placed  on  the  packing  table.  Here  it  is  placed  in  the 
cans,  and  the  cans  later  go  through  the  process  of  sealing.  The  cans, 
with  their  contents,  are  placed  in  boiling  water  for  a  certain  length 
of  time,  after  which  they  go  into  retorts  for  a  thorough  cooking.  After 
coming  from  the  retort,  the  cans  are  cooled  and  are  then  ready  for 
labelling  and  boxing. 

Practically  all  the  canning  is  hand  work,  it  being  impossible  to 
satisfactorily  employ  machinery  in  handling  lobsters. 

rhe  inside  of  lobster  cans  is  coated  with  oiled  parchment  paper 
to  protect  the  meat  from  contact  with  the  tin.  There  is  so  much 
natural  phosphorus  and  iron  in  the  chemical  composition  of  lobster 
tissue  that  it  acts  upon  tin  and  turns  the  meat  black  unless  protected 
from  contact. 

This  discoloration,  if  slight,  is  of  no  detriment  and  is  of  no  im- 
portance. It  will  not  do,  however,  to  keep  lobster  in  tin  over  one 
year,  as  it  is  very  apt  to  turn  black  and  to  become  unfit  for  use.  Don't 
sell  your  customer  a  supply  to  last  more  than  a  year. 

There  is  a  difference  as  to  lobsters  caught  on  a  clear  gravely  bot- 
tom and  those  caught  on  muddy  bottoms.  The  latter  are  much  more 
apt  to  disco?or  in  the  can  because,  as  it  is  supposed,  of  the  influence 
of  the  iron  In  the  mud  upon  the  flesh  of  the  lobster.  A  grayish  tinge 
to  the  canned  meat  is  evidence  of  the  lobster  being  caught  near  shore 
on  muddy  bottoms,  and  does  not  essentially  discredit  the  quality. 

The  meat  from  the  claws  is  more  tender  than  that  from  the  tail 
and  is  held  by  some  to  have  the  sweetest  flavor. 

The  catch  has  been  regulated  to  such  an  extent  by  law,  and  the 
supply  has  decreased  so  in  a  few  years  past,  that  prices  have  heavily 
advanced,  and  are  not  likely  to  be  lower  soon.  This  product  is  popular 
all  tnrough  the  world,  and  principally  comes  from  the  Northeast  Coast 
of  the  United  States  and  the  East  Shores  of  Canada.  Lobsters  are  not 
found  in  tropical  waters.  A  product  called  lobster  from  Africa  and 
from  Cuba  has  been  put  in  cans  and  offered  at  a  low  price;  but  it  is 
exceedingly  tough  and  devoid  of  flavor  and  hardly  worthy  of  com- 
mercial   attention. 

Wholesale  grocers  should  get  a  heavy  margin  of  profit  on  canned 
lobster  as  reclamations  and  the  return  of  cut  cans  showing  discolora- 
tion are  frequent  and  canners  do  not  back  up  such  claims  very  cheer- 
fully or  promptly. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  95 

Selling  Paints.— Canned  lobster  should  be  of  bright  color,  the 
cans  carefully  lined  with  oiled  paper  so  as  to  protect  the  meat  from 
contract  with  the  can,  the  labeling  should  be  neat  and  attractive,  as  the 
article  is  high  priced,  and  the  tin  should  be  extra  heavy  coated. 

CHAPTER  XXXI. 
CANNED  APPLES. 

In  fruits  the  apple  ranks  as  the  most  important  in  the  United 
States  and  its  annual  yield  has  much  influence  upon  the  price  and 
consumption  of  other  fruits. 

It  grows  in  higher  latitude  than  other  fruits,  because  it  blooms 
late,  thereby  escaping  the  late  frosts  of  spring.  It  is,  therefore,  a 
more  reliable  crop  than  other  fruits. 

In  its  wild  state  it  is  known  as  the  Crab  Apple,  a  sour,  inedible 
fruit  used  only  for  jelly,  cider  and  preserving,  but  it  has  been  culti- 
vated and  improved  until  it  is  a  most  wholesome,  abundant  and  de- 
licious fruit  known  throughout  the  world  in  almost  infinite  variety. 

It  is  cultivated  in  all  European  countries,  in  India,  China,  British 
North  America,  the  United  States,  and  in  fact  all  over  the  world.  It 
thrives  better  in  the  temperate  zone  than  elsewhere. 

In  order  of  importance  as  written,  the  States  which  produce 
canned  apples  in  the  United  States  are :  New  York,  Michigan,  Maine, 
Ohio,  Virginia,  Maryland,  Missouri,  Indiana,  and  a  few  other  States. 

Canners  pack  apples  in  No.  2^  and  No.  3  cans,  and  largely  in 
No.  10  cans,  very  few  being  packed  in  No.  2  cans. 

Firm,  tart  apples  are  the  best  for  canning  purposes,  therefore  the 
late  fall  or  winter  varieties,  like  Baldwins,  Greenings  and  Spies  are 
the  best. 

Canned  apples  are  usually  packed  in  water  for  pie  purposes  and 
seldom  otherwise  except  in  the  form  of  apple  butter,  apple  sauce  or 
■apple  jelly. 

Apples  in  cold  storage  keep  well;  therefore,  when  the  crop  is 
abundant,  the  canning  of  apples  is  sometimes  protracted  until  after 
January  1st,  the  cold  storage  apples  being  used. 

The  "big  seller"  is  the  No.  10  size,  packed  with  a  half  dozen  or  one 
dozen  cans  in  a  case.  Apples  should  be  packed  from  late  fall  or 
winter  fruit,  and  should  be  hand  packed  as  well  as  hand  picked,  sani- 
tary cans  p^-eferably  being  used.  They  should  be  nicely  peeled  and 
carefully  cored  and  cut  into  one-quarter  or  one-eighth  pieces.  The 
cans  should  be  filled  as  full  as  possible  before  processing,  and  the 
fruit  should,  after  being  peeled  and  trimmed  of  all  bruised  spots,  be 
dropped  in  cold  salt  water  to  protect  it  from  discoloration.    Processing 


96  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


too  long  or  too  heavily  softens  the  fruit  too  much  and  turns  it  red  in 
the  cans;  and  yet  a  too  light  process  will  permit  the  contents  of  the 
cans  to  spoil  and  the  cans  to  swell  and  burst. 

Summer  apples  are  poor  for  canning  purposes  and  always  turn 
soft  and  mushy  in  the  can.  Maryland,  Missouri,  Arkansas  and  Vir- 
ginia canners  usually  haven't  the  varieties  which  are  best  for  canning. 
The  best  valreties  are  produced  in  New  York,  Michigan,  Maine,  Ohio,, 
and  Wisconsin.  I  have  seen  some  good  canned  apples,  however,  from 
Pennsylvania  and  Missouri,  Indiana  and  Kentucky. 

A.  can  of  No.  10  apples,  to  be  well  packed,  should  contain  from  33^ 
to  4  pounds  of  solid  fruit  after  all  water  is  drained  out  of  the  can.  The 
color  of  the  fruit  should  be  bright  if  it  has  been  carefully  handled. 
Windfalls  should  not  be  used  for  canning  as  they  are  nearly  always 
decayed  at  the  core  to  a  greater  or  less  extent.  It  is  impossible  to 
hamlle  apples  without  leaving  an  occasional  bruised  spot,  and  buyers 
should  not  be  too  critical  in  that  respect;  but  apples  for  canning  should 
be  hand  picked  from  the  trees.  Handling  in  transportation  wil  essen- 
tially bruise  them  some,  however. 

CHAPTER  XXXn. 

CANNED  CLAMS. 

Canned  clams  are  not  of  large  sale  and  are  used  chiefly  in  soups 
and  in  chowders. 

The  bivalve  mollusk  used  for  canning  purposes  is  the  salt  water 
product.    The  fresh  water  clam  or  rnussel  is  not  used. 

The  round  clam,  or  Quahog,  is  packed  in  a  very  limited  way,  and 
is  much  higher  priced  than  the  long  clam.  This  last  is  the  kind  that  is 
almost  universally  used  for  canning  purposes.  Clams  should  be  of  a 
bright  color  when  the  can  is  opened. 

If  the  brine  is  dark  and  the  clam  dark,  the  goods  have  been  packed 
too  long  and  are  not  of  good  flavor,  the  phosphorus  has  dissolved  the 
tin  on  the  inside  of  the  can  and  discolored  the  contents. 

Clams  are  packed  and  sold  like  oysters,  by  the  net  weight  of  the 
contents  after  the  can  is  cut. 

For  illustration,  there  are  No.  1  cans  of  clams  which  will  cut  out 
8  ounces  of  clams,  and  No.  2  cans,  which  will  cut  out  only  the  same 
weight. 

They  are  packed  of  No.  1  size  (containing  6  ounces,  8  ounces  and 
10  ounces),  while  the  No.  2  size  is  packed  to  contain  6  ounces,  8  ounces, 
10  ounces,  12  ounces  or  16  ounces. 

So  the  price  varies  according  to  the  weight  of  the  contents  of  the 
cans,  and  each  shipment  should  be  tested  for  the  weight  specified  in 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  97 


the  contract.  Clams  (soft  shell)  are  packed  chiefly  in  Maine  and  in 
Massachusetts.  Hard  shell  clams  are  packed  almost  solely  on  Long 
Island. 

CHAPTER  XXXIII. 

CANNED  OYSTERS. 

Oysters  are  extensively  canned  in  the  United  States,  in  Great 
Britain  and  in  France.  The  Chesapeake  Bay  for  many  years  was  the 
chief  source  of  supply,  and  Baltimore  became  (and  is  yet)  the  great 
center  of  the  oyster  industry.  Oysters  are  the  most  popular  of  all  food 
shell  fish. 

The  oyster  beds  of  The  Chesapeake  Bay  have  been  dredged  until 
the  largrer  oysters  have  all  been  removed  and  until  stringent  legislation 
had  to  be  enacted  to  prevent  the  extermination  of  the  bivalve. 

In  the  South,  however,  at  several  points  along  the  coast  of  the 
Gulf  of  Mexico  in  Florida,  Mississippi  and  Louisiana,  as  well  as  in  the 
waters  of  vSouth  Carolina,  Georgia  and  Virginia,  oysters  have  been 
found  or  planted  and  the  beds  cultivated  until  the  yield  has  been  so 
abundant  and  the  quality  so  fine  that  the  industry  has  almost  been 
transferred  to  those  localities. 

There  has  been  more  fraud  and  deception  practised  in  the  packing 
of  cove  oysters  than  in  the  packing  of  almost  any  other  product.  A 
law  was  passed  once  by  the  Maryland  Legislature  requiring  that  the 
net  weight  of  oyster  meat  in  the  cans  be  stamped  in  the  tin  on  the 
cap  of  the  can.  This  law  has  become  inoperative — very  much  to  the 
regret  of  those  who  believe  in  honest  canned  foods. 

Reputable  packers,  however,  now  try  to  adhere  closely  to  the  fol- 
lowing weights  of  oyster  meat: 


No.  1  size 1^  ounces  meat 

No.  1  size 3      ounces  meat 

No.  1  size ,  4      ounces  meat 

No.  1  size 5      ounces  meat 

No.  1  size 6      ounces  meat 


No.  2  size 3  ounces  meat 

No.  2  size 6  ounces  meat 

No.  2  size 8  ounces  meat 

No.  2  size 10  ounces  meat 

No.  2  size 12  ounces  meat 


It  is  best  to  inspect  purchases  carefully  and  to  see  that  the  weights 
received  are  those  bought.  In  order  to  test  weights,  cut  the  can,  draw 
off  the  liquor,  weigh  in  the  original  can,  then  pour  the  contents  into  a 
receptacle  and  weigh  the  empty  can.  This  will  test  the  weights  and 
enable  the  purchaser  to  compare  them  with  the  invoice. 

The  best  weighing  apparatus  for  canned  foods,  however,  is  an 
even  balanced  scale, — one  platform  for  weights,  the  other  for  articles 
to  be  weighed, — with  tested  loose  weights  running  up  to  ten  pounds 
and  having  a  side  graduated  beam  that  will  weigh  as  little  as  an  eighth 


•98  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


of  an  ounce.  Such  a  scale  is  sufficient  in  capacity,  convenient,  and 
usually  reliable. 

A  set  of  pans,  white  enamel  lined,  of  various  sizes  for  sampling 
canned  foods,  is  more  desirable  than  dishes.  Each  pan  should  be  care- 
fully weighed  empty  and  its  weight  marked  on  the  side  with  black  iron 
enamel  paint.  Then  it  will  not  be  essential  to  weigh  the  pans  each 
time. 

A  tin  strainer  with  a  wire  mesh  bottom,  the  meshes  one-quarter 
incli  in  size,  is  the  standard  for  draining  and  weighing  tomatoes, 
oysters,  apples  and  nearly  all  articles  except  peas. 

An  effort  should  be  made  by  all  wholesale  houses  to  induce 
retail  groceis  to  buy  and  distribute  choice  qualities  of  cove  oysters 
and  well-filled  cans  containing  an  honest  quantity  of  oyster  meats. 
There  is  no  other  way  to  reinstate  this  formerly  popular  article  in 
public  esteem  and  to  prevent  cove  oysters  from  being  entirely  driven 
from  the  market  by  competition  with  fresh  oysters  (which  are  now 
shipped  and  sold  nearly  everywhere). 

Selling  and  Buying  Points. — See  that  the  weight  you  contracted 
for  is  in  the  cans.  Do  not  reject  or  condemn  or  approve  by  cutting 
one  can.  Cut  several,  and  if  the  weight  is  fairly  uniform  and  averages 
up  to  contract,  it  is  a  good  delivery. 

The  oyster  meats  should  be  of  good  size,  bright  in  color,  free  from 
green  color,  and  the  liquor  on  the  oysters  should  be  only  a  little  cloudy, 
not  white  and  milky  or  viscid. 

A  No.  2  can  of  Extra  Selected  or  Fancy  large  oysters,  containing 
about  10  or  12  ounces  of  oyster  meats,  is  a  good  article  for  a  jobber  to 
have  under  private  label  so  he  can  push  the  sale  of  it.  A  good  trade 
can  be  built  up — especially  by  a  house  that  has  mountain,  mining, 
shipping,  or  lumber  trade — on  such  an  article,  and  at  a  handsome 
profit.    The  quality  will  bring  repeat  orders. 

Some  packers  use  what  is  called  "shanghai"  or  extra  tall  cans ; 
but  no  advantage  to  the  consumer  is  thereby  given,  in  fact,  the  cost 
often  is  greater.  ^The  weights  are  no  greater,  the  extra  size  of  the  can 
being  merely  deceptive. 

Canning  of  oysters  is  usually  in  progress  from  October  1st  to 
April  1st,  and,  in  most  States,  is  regulated,  as  to  date  by  law.  Oysters 
were  the  pioneers  of  the  canning  industry  in  the  United  States,  being 
about  the  first  articles  hermetically  sealed  in  cans. 

Oysters  are  cultivated  extensively  by  being  planted  in  beds  in 
favorable  water  and  localities,  and  protected  until  of  proper  size.  They 
are  gathered  from  deep  water  by  dredging,  from  shallow  water  by 
tonging.  The  protection  of  their  oyster  beds  by  the  laws  of  Maryland 
and  Virginia,  and  the  policing  of  the  waters  were  just  beginning  to 
restore  or  renew  the  famous  oyster  beds  of  the  Chesapeake  Bay  when 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  99 


the  1914  Legislature  of  Maryland  practically  killed  the  law  that  had 
done  so  much  good,  and  Maryland's  advance  has  been  checked. 

The  following  requirements  as  to  cut  out  weights  are  now  na- 
tionally in  force : 

(Government  Bulletin  No.  19,  of  date  October  11,  1913.) 

Contents  of  Canned  Oj^ters : 

For  the  information  of  oyster  packers,  we  print  the  following  let- 
ter, by  permission  of  the  Board  of  Food  and  Drugs  Inspection  of  the 
Department  of  Agriculture: 
Mr.  Frank  E.  Gorrell, 

National  Canners'  Association, 

Woodward  Bldg.,  Washington,  D.  C. 
Dear  Sir: 

An  examination  of  samples  from  many  of  the  packers  of  oysters 
put  up  during  the  season  of  1912-13  shows  that  the  weights  of  drained 
oyster  meat  "cut  out"  frequently  fall  below  those  agreed  upon  by  the 
canners  at  the  meeting  of  October  1,  1912,  and  accepted  by  the  Board 
as  satisfactory  pending  further  investigation  of  the  subject. 

This  shortage,  which  amounts  to  10  or  15  per  cent,  of  the  weights 
agreed  upon,  has  been  observed  in  cans  of  all  sizes  except  the  No.  1 
tall  and  No.  2  tall,  which  are  used  exclusively  for  packing  select  and 
extra  select  oysters.  Cans  are  sometimes  found  which  contain  more 
than  the  agreed  weight,  but  this  is  exceptional. 

It  is  believed  that  this  shortage  in  weight  is  not  intentional,  but 
is  due  rather  to  the  fact  that  insufficient  allowance  has  been  made  for 
loss  in  weight  of  oysters  through  processing ;  or,  in  cases  where  a  gain 
in  weight  occurs,  this  gain  has  not  been  as  great  as  was  expected.  By 
a  somewhat  closer  attention  to  the  question  of  loss  or  gain  in  pro- 
cessing, canners  should  have  no  difficulty  in  avoiding  shortage  in  the 
packs  prepared  during  the  season  of  1913-14.  This  notice  is  issued  to 
inform  the  trade  that,  pending  further  investigation,  the  weights  agreed 
upon  by  the  canners  at  their  meeting  in  Washington  in  October,  1912, 
will  be  regarded  by  the  Board  as  satisfactory  fulfilling  the  requirements 
of  Food  Inspection  Decision  No.  144.  It  is  expected,  however,  that 
the  "cut  out"  weight  of  all  cans  shall  conform  with  this  agreement,  and 
where  a  variation  occurs  it  shall  be  as  often  above  as  below  the  agreed 
weight. 

■'The  weights  which  have  been  agreed  upon  are  given  below : 
Size  of  Can..  Weight  of  drained 

Diameter.  Height.  Oysters  "cut  out." 

2  11-16  inches         2  3-4      inches 3  ounces 

2  11-16  inches         3  6-16     inches 4  ounces 

2  11-16  inches         4  No.  1 5  ounces 


100  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


3  3-8      inches         3  15-16  inches 8  ounces 

3  3-8      inches        4  9-16  No.  2 10  ounces 

(Signed)     CARL  L.  ALSBURG, 

Chairman." 

It  will  be  recalled  that  Food  Inspection  Decision  No.  144,  referred 
to  in  the  above  letter,  states: 

"The  can,  in  canned  food  products,  serves  not  only  as  a 
container,  but  also  as  an  index  of  the  quantity  of  food  therein. 
It  should  be  as  full  of  food  as  is  practicable  for  packing  and 
processing  without  injuring  the  quantity  or  appearance  of 
the  contents." 

Oyster  packers  will  therefore  take  notice  that  in  order  to  comply 
with  the  requirements  of  that  decision,  their  cans  should  contain  the 
weight  of  drained  oysters  as  set  forth  in  the  foregoing  letter,  otherwise 
their  product  will  be  liable  to  seizure. 

CHAPTER  XXXIV. 

CANNED  BLACKBERRIES. 

This  well  known  berry  grows  wild  throughout  the  United  States 
and  in  many  other  parts  of  the  world.  There  are  several  varieties. 
One  of  these,  sometimes  called  the  dewberry,  grows  on  a  running  or 
dwarf  vine  and  has  usually  much  larger  fruit  than  the  wild  black- 
berry. Cultivated  berries  are  much  superior  to  wild  berries.  Wild 
berries  grow  to  greatest  perfection  and  size  in  the  shade  among  or 
under  tall  trees. 

It  is  a  justly  popular  and  luscious  berry,  quite  delicious  and  ex- 
ceedingly wholesome.  In  canning  it  retains  its  shape  and  color  fairly 
well  and  keeps  its  flavor. 

The  Baltimore  Exchange  standard  for  blackberries  is  as  follows : 
"Cans  to  cut  out  not  less  than  two-thirds  full  after  draining;  fruit  to 
be  sound ;  put  up  in  water." 

Canners  claim  that  when  the  can  is  filled  as  full  as  possible  with- 
out crushing  the  fruit,  that  it  will  shrink  in  processing  and  cut  out 
not  over  two-thirds  full  when  drained. 

It  is  a  fine  pie  berry,  though  some  object  to  the  numerous  seeds 
which  these  berries  contain. 

It  also  makes  a  fine,  rich-flavored  preserve  when  canned  in  heavy 
syrup. 

Its  largest  distribution  is  in  No.  10  cans  to  the  bakery  trade  for 
pies,  and  in  No.  2  and  No.  3  tins  in  water  for  home-made  pies. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  loi 


Quite  a  quantity  of  the  pack,  however,  is  put  up  in  No.  2  cans  in 
rich  heavy  syrup.  A  fine  jam  or  marmalade  is  also  made  from  this 
berry.  And  fine  cordial,  made  from  the  juice  of  the  blackberry,  is  pre- 
scribed by  physicians  for  use  in  indigestion. 

In  droughty  seasons  blackberries  "dry  up"  or  shrivel  on  the  vine. 
They  should  not  then  be  canned  as  they  lose  flavor  and  become  bitter. 

Selling  and  Buying  Points. — It  is  best  to  handle  this  fruit  in  No.  2 
cans  in  syrup,  as  color,  flavor  and  value  are  best  retained  in  this 
v^ay.    The  fruit,  when  for  pies,  must,  of  course,  be  packed  in  water. 

The  fruit  should  be  ripe  (black)  and  no  red  or  green  berries  should 
appear  in  the  cans.  The  berries  should  be  soft  and  the  fleshy  seed 
coverings  well  rounded  up  and  not  shriveled  or  dried  up  by  the  sun's 
heat.  No  leaves,  sticks  or  grit  should  be  found  in  the  cans.  Dried 
blackberries  have  been  used  in  the  past  for  canning,  but  this  is  no 
longer  done. 

CHAPTER  XXXV. 

CANNED  RASPBERRIES. 

This  berry  is  very  ancient  in  its  derivation  and  its  history  is  lost 
in  antiquity.^  It  grows  wild  all  through  American  and  European 
countries ;  but  as  the  cultivated  raspberry  is  superior  to  the  wild  berry 
it  is  extensively  cultivated. 

There  are  a  great  many  varieties  or  kinds  of  raspberries,  as  the 
Red,  the  Black  and  the  Yellow ;  but  the  kinds  that  are  best  known  and 
that  are  best  for  canning  purposes  are  the  Black,  the  Cuthbert  Red, 
and  the  Columbia  Red  varieties. 

This  berry  retains  its  natural  flavor  better  when  canned  than 
most  any  other  fruit  or  berry. 

The  black  raspberry  is  best  known  and  is  most  generally  grown, 
holds  its  color  and  shape  well,  and  retains  its  flavor  almost  perfectly 
when  canned. 

It  is  packed  in  No.  2  cans  in  water  and  syrup,  and  in  No.  10  cans 
in  v/ater  only  for  preservers  and  for  pie  use. 

^  The  Cuthbert  Red  Raspberry  is  a  very  delicate  berry  and  is  easily 
disintegrated  by  heavy  cooking  or  processing.  It  has  a  very  rich, 
delicious  and  penetrating  flavor  and  is  almost  exclusively  used  by 
preservers  for  jams  and  marmalades,  or  for  preserving  in  glass.  It  is 
easily  deprived  of  its  color  by  heavy  processing  or  by  contact  with 
tin.  It  is  therefore  almost  altogether  packed  in  inside  enameled,  sani- 
tary cans — which  seem  to  hold  the  color  of  the  fruit. 

The  Columbia  Raspberry  is  a  larger  berry  than  either  the  Black 
or  the  Cuthbert.  It  is  a  red  berry,  but  is  a  dark  red  and  is  not  in 
favor  with  preservers  as  it  "cooks  up"  quite  dark. 


102  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  standard  of  the  Baltimore  Canned  Foods  Exchange  for  canned 
raspberries  is  as  follows : 

''Cans  to  cut  out  not  less  than  two-third  full  alter  draining;  fruit 
to  be  sound.  Put  up  in  not  less  than  ten  degrees  cold,  cane  sugar 
S3^rup." 

Selling  and  Buying  Points. — The  contents  of  the  cans  should  be 
free  from  leaves,  sticks  and  grit ;  the  berries  of  uniform  color,  and  free 
from  soft,  unsound,  green  or  underripe  fruit. 

CHAPTER  XXXVI. 

CANNED  HOMINY. 

Hominy  is  prepared  from  Maize  or  Indian  corn,  which  grain  is, 
accord:ing  to  the  best  authorities,  indigenous  to  North  America.  Some 
historians  have  claimed  that  it  originated  in  India,  Turkey,  Peru,  etc. ; 
but  no  credible  proof  has  been  produced,  and  it  is  now  held  that 
maize,  or  corn  as  it  is  popularly  called  in  the  United  States,  is  a  native 
North  American  product. 

Corn  is  enormously  produced  and  consumed  in  this  country;  but 
efforts  to  popularize  the  use  of  its  products  in  European  and  Asiatic 
countries  have,  so  far,  met  with  poor  success. 

Hominy  is  one  of  the  most  edible  and  popular  forms  into  which 
corn  is  converted  for  human  food,  but  canned  hominy  is  a  product  of 
recent  introduction. 

Hominy,  as  originally  made  by  the  early  settlers  of  the  United 
States,  was  produced  from  white  corn,  the  hard  or  flint  varieties  being 
preferred.  It  was  soaked  in  water  and  afterwards  subjected  to  the 
action  of  a  weak  solution  of  wood  ash  lye.  This  had  the  effect  of 
removing  its  outer  hull  or  skin,  leaving  the  white  kernel  for  food.  The 
hominy  so  made  could  then  be  dried,  would  keep  sweet  and  good  for  a 
long  time,  and  made  a  fine,  nutritious  and  palatable  food  to  be  eaten 
with  milk  or  cream,  or  butter,  or  sugar,  or  syrup,  or  even  with  salt 
alone. 

It  is  an  excellent  and  a  very  cheap  food,  and  canners  during  the 
past  fifteen  years  have  been  giving  it  considerable  attention. 

It  is  still  prepared  by  some  canners  by  the  old-fashioned  lye  pro- 
cess, but  is  also  decorticated  by  machinery  through  a  friction  process, 
which  takes  the  skin  or  outer  integment  from  the  grain.  It  is  then 
thoroughly  cooked  in  steam  kettles,  put  into  cans,  processed,  and  put 
on  the  market. 

For  some  reason,  not  well  known  to  canners,  hominy  is  difficult 
to  process  properly,  as  it  seems  to  be  predisposed  to  turn  black  in  the 
cans ;  and  many  thousands  of  cases  have  been  lost  through  experiment- 


OUTSIDE  AND  INSIDE  WINDOW  DISPLAY 
BRING   GOOD  BUSINESS 


INSPECTING  SCENE  IN  MEAT  DEPARTMENT  OF 
LIBBY,  McNeill  &  LIBBY 


MEAT  CANNING 


HOW  TO  BUY  AND  SELL  CANNED  FOODS-  103 


ing  by  inexperienced  packers.  In  fact,  there  seems  to  be  a  chemical 
element  in  hominy  that  has  an  affinity  for  the  coating  of  tin  and  under- 
lying iron  sheets  of  a  tin  can,  often  causing  the  article  to  turn  dark  in* 
a'  short  while  after  it  is  packed. 

Some  claim  that  this  is  caused  by  the  use  of  the  lye  solution  in, 
the  old  method,  but  it  is  found  to  an  extent  even  in  pearl  or  decorti- 
cated hominy. 

Packers  of  canned  foods  now,  however,  believe  that  they  have 
solved  the  problem  by  the  use  of  inside  enameled  tin  cans,  the  grain 
thereby  being  kept  from  contact  with  tin.  The  superior  reliability^ 
of  that  style  of  can  for  hominy  has  been  proven  by  practical  use. 

I,  however,  have  seen  several  lots  of  hominy  in  a  few  years  past 
which  had  been  packed  in  tin  cans  lacquered  inside  with  an  inferior 
lacquer,  which  were  unfit  for  food,  the  grain  having  absorbed  the  lac- 
quer and  absorbed  its  flavor. 

This  article  when  canned  properly  is  a  most  wholesome  and  pal- 
atable food,  and  as  it  can  be  produced  very  cheaply,  it  permits  to  the 
wholesale  grocer  a  fair  margin  of  profit. 

Buying  and  Selling  Points. — Get  a  guarantee  against  turning 
black  if  in  plain  cans,  and  against  absorbing  the  lacquer  and  turning 
black  and  becoming  inedible  if  in  inside  enameled  cans. 

Do  not  object  to  sufficient  water  in  the  cans  to  lightly  cover  the 
contents.  It  is  essential  to  the  transmission  of  sterilizing  heat  through- 
out the  grain,  otherwise  the  contents  would  not  keep.  See  that  the 
grain  is  fully  stripped  of  the  outside  hull  and  that  the  black  eyes  at  the 
germinating  end  of  the  grain  are  removed  by  the  decorticating  process. 

Canned  hominy  should  be  dead  white  in  color,  not  yellow,  and 
should,  therefore,  be  made  of  the  best  white  flint  corn. 

Hominy  is  packed  in  No.  2,  No.  2>^,  No.  3  and  No.  10  cans,  largely 
in  Indiana,  Illinois,  Ohio  and  Iowa,  and  to  a  less  extent  in  other  states. 
It  affords  a  good  opportunity  for  the  use  of  private  or  house  labels 
profitably. 

CHAPTER  XXXVIL 

CANNED  KRAUT. 

Packed  usually  in  No.  3  and  No.  10  size  cans,  this  article  of  food 
is  of  ancient  use  and  manufacture,  but  only  in  recent  years  has  it 
been  hermetically  sealed  in  cans.  The  undertaking  has  proven  pop- 
ular, however,  and  the  production  and  sale  of  canned  kraut  is  now 
a  very  important  branch  of  the  industry. 

The  kraut  which  is  hermetically  sealed  in  cans  is  identical  as 
to  cure  and  quality  with  the  kraut  which  is  sold  in  casks,  being 
cured  by  the  same  process  in  large  vats  or  tanks. 


104  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


This  description  is  applicable,  of  course,  only  to  kraut  properly- 
cut  and  cured  by  the  best  processes  and  by  people  of  experience. 

Some  kraut  is  merely  chopped  cabbage,  neither  properly  cut  or 
properly  cured,  and  that  kind  is  sometimes  canned. 

The  standard  of  quality  has,  however,  been  so  improved  and 
advanced  in  a  fev^  years  past  that  the  kraut  maker  who  merely 
chops  up  a  lot  of  cabbage  leaves,  cores  and  all,  salts  it  down  and 
puts  it  on  the  market,  finds  that  here  is  no  sale  for  his  stuff  except 
ior  fertilizing. 

Long  cut  or  shredded  kraut  ,is  the  only  style  now  used  by  the 
1>est  manufacturers.  These  obtain  imported  machinery  for  making 
it;  and  many  of  them  have  brought  over  trained  kraut  makers  from 
Magdeburg,  Munich  and  from  other  famous  kraut  producing  locali- 
ties to  manage  their  factories. 

Kraut  can  be  packed  to  best  advantage  in  sanitary  cans,  and 
some  canneries  are   even   using  the  enameled  inside  sanitary  cans. 

This  article  is  one  of  the  most  honestly  packed  products  in  the 
canned  food  line,  and  the  contents  of  the  can  are  pressed  in  solidly 
and  firmly,  with  but  very  little  water.  It  was  formerly  packed  with 
pork  or  sausage  in  the  can,  but  seldom  so  packed  now. 

Buying  and  Selling  Points. — See  that  the  cans  are  solidly  packed, 
so  much  so  that  when  the  contents  are  poured  out  of  the  can  they 
will  stand  alone  in  a  solid  mass.  The  cut  of  the  cabbage  should  be 
long  or  shredded,  the  color  a  light  rich  yellow.  Kraut  usually  keeps 
reliably  in  cans,  as  it  undergoes  a  heavy  preliminary  cooking  before 
it  goes  into  the  cans,  and  is  then  heavily  processed  afterward. 

Good,  well  cured  kraut  has  a  rich,  lively  odor  when  the  can  is 
opened,  caused  by  the  fermentation  process.  If  it  does  not  smell 
it  has  not  been  properly  cured. 

The  inconvenience,  trouble,  annoyance,  slop,  smell  and  spoilage 
in  handling  kraut  in  casks  is  all  avoided  in  selling  canned  kraut;  in 
addition  in  this  way  the  dirt,  filth  and  unsanitary  and  unwholesome 
conditions  under  which  bulk  kraut  is  retailed  are  all  avoided. 


CHAPTER  XXXVIII. 

CANNED  PUMPKIN  AND  SQUASH. 

Canned  Pumpkin. — This  article  is  packed  usually  in  No.  3  or  in 
No.  10  cans,  and  is  of  fine  merit.  The  pumpkins  are  cleaned,  thor- 
oughly cooked,  and  then  the  meat  is  reduced  to  pulp  by  a  machine 
used  for  that  purpose.  It  is  next  carefully  screened  and  strained 
in  order  to  take  out  all  hull  or  other  useless  parts,  put  in  cans,  and 
iiermetically  sealed.     A  centrifugal  machihe  or  cyclone  is  used  by 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  105 


some  canners  to  separate  the  soft  pulp  of  the  pumpkin  from  the 
fibrous  parts. 

It  was  formerly  the  case  that  pumpkin  had  an  admixture  of  corn 
starch  to  make  it  appear  firm  or  solid  in  the  can  and  of  a  light  color; 
but  that  article  is  no  longer  used  for  a  filler  (neither  is  any  other 
adulterant),  as  there  is  scarcely  anything  which  could  be  used  that 
costs  as  little  as  pumpkin. 

Pumpkin  which  is  firm,  and  which  can  be  sliced  with  a  knife 
when  turned  out  of  the  can  upon  a  dish,  is  either  compressed  by 
machinery  or  stiffened  with  corn  starch. 

The  pumpkin  belongs  to  the  gourd  family  of  vegetables,  as  does 
the  squash,  and  both  have  been  used  as  food  for  men  and  animals 
since  history  began,  since  both  are  grown  in  all  parts  of  the  world. 
They  are  wholesome  and  nutritious  and  deserving  of  a  much  wider 
use  than  they  have  so  far  attained. 

Buying  and  Selling  Points. — Pumpkin  in  cans  should  be  of  a 
deep  golden  color,  somewhat  darker  than  the  natural  yellow  color 
of  the  flesh  of  the  pumpkin,  as  cooking  darkens  the  color  slightly. 
It  should  be  of  a  moist  consistency,  but  not  too  moist,  just  so  it 
can  be  stirred  with  a  spoon  in  the  can  and  that  it  will  heap  up  mod- 
erately when  poured  in  a  dish.  It  should  be  free  of  black  streaks 
or  discoloration  and  of  specks,  and  should  be  so  pulped  that  its  con- 
sistency is  smooth  and  of  fine  texture  and  not  lumpy  or  shredded.  It 
should  be  of  natural  flavor. 

Canned  Squash. — Two  varieties  of  squash  are  used  for  canning 
purposes  in  the  United  States — the  Boston  Marrow  Squash  and  the 
Hubbard  Squash.  Both  kinds  have  their  friends,  and  some  buyers 
advocate  the  superiority  of  each  kind.  It  is  packed  like  pumpkin, 
in  No.  3  and  No.  10  cans,  and  in  about  the  same  way.  Squash  as  a 
vegetable  is  found  throughout  the  world,  and,  like  pumpkin,  belongs 
to  the  gourd  family.  It  is  generally  pulped  and  put  in  the  can,  but 
it  is  sometimes  cut  up  into  squares  and  packed  in  that  way  in  cans 
to  be  baked  and  eaten  with  butter.  There  is  no  way  to  tell  the 
different  kinds  of  squash  apart  in  the  can  except  by  a  slight  difference 
in  flavor  which  cannot  be  described. 

Buying  and  Selling  Points  are  practically  the  same  as  those  of 
pumpkin. 

CHAPTER  XXXIX. 

CANNED  PORK  AND  BEANS  AND  RED  KIDNEY  BEANS. 

Pork  and  beans  were  labeled  Baked  Beans  until  the  National 
Pure  Food  Law  went  into  effect.  It  was  then  decided  that  beans 
cooked  by  steam  in  cans  could  not  properly  be  labeled  "Baked,"  so 
they  now  are  designated  Pork  and  Beans.     When  beans  are  packed 


io6  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


without  pork,  they  are  labeled  "without  pork ;"  when  they  are  packed 
with  tomato  sauce,  they  are  so  labeled;  and  when  without  tomato 
sauce,  they  are  merely  marked  "Plain." 

There  are  many  kinds  of  beans,  all  of  great  antiquity.  As  a 
food  product  for  men  and  animals  they  are  well  known  in  most 
parts  of  the  world. 

Canned  "Pork  and  Beans"  have  been  popularized  in  the  United 
States  in  about  fifteen  years  past  by  extensive  advertising.  There  are 
three  or  four  factories  which  contend  for  the  trade  in  that  way,  and 
have  built  up  a  great  sale  for  their  brands. 

One  manufacturer  is  reputed  to  sell  more  than  a  million  cases 
per  annum.  There  are  hundreds  of  smaller  canneries,  and  nearly 
every  wholesale  grocer  in  the  United  States  pushes  his  own  private 
or  house  brand  of  "Pork  and  Beans." 

Pork  and  Beans,  so  popular  in  the  United  States,  are  made  from 
Michigan  or  New  York  white  or  pea  beans,  cooked  with  a  piece  of 
pork,  and  are  largely  sold  in  tomato  sauce. 

They  are  packed  in  Nos.  1,  2,  3  or  10  cans,  and  in  about  three 
grades — Standard,  Extra  Standard  and  Fancy.  The  standard  grade 
is  made  from  third  grade  beans,  and  some  pebbles  or  small  gravel 
will  occasionally  be  found  in  the  can,  as  well  as  some  discolored  or 
imperfect  beans. 

The  Extra  Standard  grade  is  made  from  second  or  "Samico" 
Michigan  white  beans,  free  from  gravel  or  pebbles,  but  not  entirely 
free  from  imperfect  beans,  though  the  rain  damaged  or  stained  beans 
used  in  this  grade  do  not  show  after  the  beans  are  cooked.  The 
Fancy  Grade  is  made  from  choice,  hand-picked,  white  pea  beans. 
The  beans  are  picked  over  a  second  time  before  they  are  cooked  by 
canners,  making  the  grade  as  near  perfect  as  possible.  The  grade 
of  tomato  sauce  or  catsup  used  upon  Extra  Standard  and  Fancy  is 
the  same,  being  pure  tomato  sauce,  made  from  whole  red  ripe  toma- 
toes. The  sauce  on  the  Standard  grade  is  of  a  poorer  quality  usually, 
frequently  made  from  tomato  peelings  at  canning  factories..  This, 
however,  is  now  being  stopped.  The  Pure  Food  Inspectors  of  the 
National  Department  of  Agriculture  are  very  vigilant  in  relation  to 
tomato  catsup  and  tomato  sauce  of  late,  and  buyers  should  be  careful 
to  know  that  their  purchases  of  Pork  and  Beans,  in  tomato  sauce 
especially,  are  made  by  responsible  and  dependable  canners  who  use 
a  tomato  sauce  which  is  guaranteed  to  comply  with  the  bacteriological 
test  required  by  the  United  States. 

This  article  is  steadily  salable  and  gives  to  wholesale  grocers 
good  profits  and  permanent  patronage  when  pushed  under  their  own 
labels. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  107 


Buying  and  Selling  Points. — Pork  and  Beans  should  show  no 
moisture  or  water  in  the  can.  They  are  subjected  to  a  preliminary 
cooking  and  the  moisture  is  all  absorbed  by  the  beans.  Each  can, 
unless  it  is  marked  "Without  Pork,"  should  have  a  small  piece  of 
boiled  pork  therein.  The  beans  should  be  tender — each  bean  in  the 
can  should  be  so.  Undercooked  or  raw  beans  can  be  detected  by 
their  being  hard  and  tough  and  of  a  poor  flavor. 

Such  beans  will  cause  those  who  sell  them  a  loss  of  money  and 
customers.  The  tomato  sauce  used  on  Pork  and  Beans  should  be 
made  from  the  whole  ripe  tomatoes  and  carefully  tested  to  comply 
with  the  National  Pure  Food  Law  as  to  bacteria. 

The  beans  should  be  of  a  very  light  brown  color,  and  the  tomato 
sauce  should  be  well  distributed  through  the  beans  and  not  collected 
at  one  end  of  the  can  in  thick  pulp. 

Our  description  of  the  grades  in  which  beans  are  packed  will 
show  buyers  what  to  expect  in  each  grade  as  to  imperfections.  This 
is  a  cheap  and  nutritious  food,  splendidly  wholesome,  and  growing 
rapidly  in  public  appreciation.  The  contents  of  cans  being  very  solid 
and  the  beans  packed  almost  dry,  the  preliminary  cooking  should 
be  carefully  done.  Beans  are  hard  to  sterilize  by  processing  and  the 
center  of  the  can  is  hard  to  reach,  as  there  is  no  water  in  the  cans 
and  therefore  no  conducting  medium  for  the  heat.  The  designation 
"Baked  Beans"  has  been  abandoned,  as  it  is  usually  misleading. 

Red  Kidney  Beans. — These  beans  are  quite  popular  and  salable 
in  cans.  They  are  packed  in  No.  1,  No.  2  or  in  No.  10  size.  There 
are  two  kinds,  the  Red  Kidney  and  the  Improved  Red  Kidney. 

The  latter  is  darker  and  glossier  in  the  can  than  the  first  named, 
but  many  like  the  old  style  or  kind  best.  These  beans  are  packed 
plain  usually,  but  sometimes  with  pork  and  with  tomato  sauce. 

Buying  and  Selling  Pdints  are  practically  the  same  as  of  Pork 
and  Beans. 

CHAPTER    XL. 
CANNED    BEETS. 

One  of  the  most  difficult  articles  to  preserve  satisfactorily,  and 
yet  one  of  the  most  meritorious  and  desirable  of  canned  foods,  is 
treated  of  in  this  chapter. 

Canned  beets  are  growing  rapidly  in  common  use,  despite  the 
difficulty  packers  experience  in  having  them  hold  their  natural  color. 

The  action  of  the  acid  in  beets  on  the  tin  forms  a  chemical  ele- 
ment which  causes  the  beets  to  turn  yellow  and  pale,  thereby  depriv- 
ing them  of  that  beautiful  red  color  which  the  fresh  beets  possess. 
This  chemical  change  does  not  sour  the  beets  nor  have  any  very 


io8  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


perceptible  effect  upon  their  flavor,  but  it  does  render  them  unmer- 
chantable and  unsalable. 

Some  packers  claim  to  have  overcome  this  trouble  by  crushing 
the  larger  beets  and  using  the  red  liquor  extracted  from  them  instead 
of  water  to  fill  the  cans,  but  their  efforts  have  proven  futile. 

Sometimes  a  lot  of  beets,  canned,  processed  and  hermetically 
sealed  at  the  same  time  (and  grown  in  the  same  soil),  will  prove 
irregular,  some  holding  their  color,  others  turning  yellow  or  white. 
This  variation  does  not  occur,  however,  in  the  same  can. 

It  has  been  claimed  that  beets  grown  on  fertilized  ground  replete 
with  nitrogenous  matter  will  not  hold  their  color  when  canned. 

It  has  been  found  recently  that  inside  lacquered  or  enameled 
cans  will  positively  preserve  the  red  color.  This  goes  to  confirm  the 
theory  that  the  fading  is  caused  by  the  action  of  acid  on  the  tin, 
as  the  tin  is  protected  in  inside  enameled  cans  from  the  acid,  and  the 
beets  hold  color. 

Beets  are  packed  in  Nos.  2  and  3  or  in  No.  10  cans.  The  smaller 
beets,  after  being  carefully  cooked,  peeled  and  washed,  are  graded  or 
assorted  as  to  size,  and  are  packed  into  the  cans  whole — the  smaller 
sizes  being  regarded  as  the  most  desirable.  The  larger  beets  are 
cut  into  quarters  or  smaller  pieces,  are  packed  into  cans  and  labeled 
**Cut  Beets,"  and  are  then  sold  at  a  low  price.  Beets  are  usually 
graded  into  four  sizes  by  being  passed  over  a  table  with  holes  of 
the  various  sizes  thereon.  New  York,  Maryland,  Missouri,  Min- 
nesota and  Ohio  produce  nearly  all  the  canned  beets  used. 

Buying  and  Selling  Points. — Only  beets  packed  in  inside  enameled 
cans  should  be  used.  When  packed  in  other  cans  the  danger  of 
fading  is  too  great.  The  size  in  various  grades  should  be  uniform 
and  the  price  graduated  accordingly. 

Beets  should  be  carefully  washed  free  of  all  earth  and  imper- 
fections before  canning  them,  and  no  roots,  leaves  or  stems  should 
be  found  in  the  cans.  If  a  lot  of  canned  beets  is  faded  or  has  turned 
light  in  the  can,  reject  the  goods.  They  cannot  be  sold  and  are  un- 
merchantable. Cut  beets  at  low  prices  are  more  salable  than  the 
seelcted  small  beets  at  fancy  prices. 

A  stock  of  beets  should  not  be  carried  over  from  one  year  to 
another,  as  age  seems  to  fade  them — especially  when  packed  in  the 
plain  inside  cans. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  109 

CHAPTER    XLI. 
CANNED    SPINACH. 

This  article  has  largely  increased  in  use  in  five  years  past,  attrib- 
utable to  the  fact  that  nearly  all  packers  having  been  striving  to 
excel  others  as  to  the  quality  of  their  output.  All  have  been  giving 
splendid  values,  thereby  popularizing  the  article. 

It  has  for  hundreds  of  years  been  a  well-known  "pot  herb,"  but 
canning  of  it  is  of  but  recent  date  in  this  country,  though  the  French 
have  canned  it  for  many  years. 

The  Baltimore  Standard  of  Canned  Spinach  is:  "Cans  to  cut 
out  reasonably  full,  gross  weight  of  No.  3  cans,  39  oz." 

Baltimore  canners  excel  in  this  article  and  their  product  stands 
as  high  in  the  esteem  of  the  trade  as  either  New  York  or  New  Jersey 
packs,  which  are  usually  held  at  higher  prices. 

Buying  and  Selling  Points. — Spinach  (or  Spinage)  grows  low 
to  the  ground,  and  the  rains  and  winds  are  apt  to  load  its  leaves, 
which  are  somewhat  rough  and  fibrous,  with  sand  or  grit.  This 
should  be  washed  away  from  the  leaves  most  thoroughly,  and  in 
most  factories  the  leaves  pass  almost  constantly,  while  in  prepara- 
tion, under  jets  of  water  and  are  turned  and  washed  repeatedly. 

Turn  the  contents  of  the  can  out  into  a  dish  or  pan,  then  feel 
the  bottom  of  the  receptacle  with  the  tips  of  the  fingers  for  sand  or 
grit  deposited  by  the  water  on  the  bottom. 

If  grit  or  sand  is  found  to  any  extent,  the  goods  should  be  re- 
fused. It  is  a  most  disagreeable  experience  to  a  consumer  to  find 
a  mouthful  of  sand  cooked  with  his  greens. 

The  thick,  coarse  stems  of  the  plant  should  not  appear,  and  will 
not  unless  the  spinach  is  too  old  and  large. 

See  that  all  dead  and  yellow  leaves  have  been  taken  out  carefully. 

A  weight  stipulation  that  is  sometimes  used  is  that  spinach  shall 
be  packed  24  ounces  of  blanched  spinach  to  a  No.  3  can  and  72  ounces 
of  blanched  spinach  to  a  No.  10  can.  This  is  about  all  that  can  be 
put  in  a  can  if  it  be  processed  safely.  It  is  hard  to  judge  whether 
this  weight  has  been  put  in,  however,  except  by  the  fill  of  the  can, 
since  weighing  it  cut  out  must  necessarily  include  a  lot  of  water 
which  will  not  drain  off  quickly. 


no     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  XLII. 

CANNED  SWEET  POTATOES. 

This  article  is  packed  almost  exclusively  in  No.  3  and  No.  2^ 
cans.     It  has  been  put  on  the  canned  food  list  during  recent  years. 

Sweet  potatoes  are  packed  dry  and  as  near  whole  as  possible. 
They  are  parboiled  or  cooked  and  then  peeled  or  skinned  while  hot. 
They  are  next  placed  in  the  can,  pressed  in,  capped,  sealed  and 
processed. 

Small  potatoes  that  will  go  into  the  cap  of  the  can  are  preferable ; 
but  of  late  sanitary  cans  have  been  used  in  preference  to  cap  cans  and 
larger  potatoes  used. 

Owing  to  the  heavy  preliminary  cook  sweet  potatoes  are  not 
difficult  to  process  reliably. 

The  chief  points  of  care  in  packing  are  to  select  sound  potatoes, 
free  from  bruises  or  frost  bite,  and  to  prevent  the  potatoes  from 
becoming  water-soaked.  They  should  not  be  impaled  upon  a  fork 
when  they  are  being  peeled  for  packing  in  the  cans,  as  these  per- 
forated potatoes  seem  to  soak  up  moisture  quickly  and  become  watery. 

The  white  or  yam  sweet  potatoes  of  the  South  are  not  suitable 
for  canning  purposes,  and  the  yellow  or  Jersey  sweet  variety  is  almost 
exclusively  used. 

Sweet  potatoes  originated  in  South  America,  and  are  very  pop- 
ular all  through  North  and  South  American  countries  as  a  food  product. 

Buying  and  Selling  Points. — See  that  sweet  potatoes  are  packed 
dry,  that  is  to  say,  that  very  little  moisture  appears  in  the  can,  and 
that  the  potatoes  are  not  water-soaked,  though  they  should  be  well 
cooked  and  soft.  They  should  be  packed  as  nearly  whole  as  possible, 
in  the  can  and  of  a  *uniform  color.  This  later  stipulation  belongs, 
however,  only  to  the  fancy  grade ;  packers  are  not  so  careful  with 
the  standard  grade.  The  potato  should  be  perfectly  and  carefully 
peeled,  all  discolored  or  black  spots  being  removed.  These  spots 
are  caused  by  blight,  bruises  in  handling,  or  by  frost  or  freezing. 

CHAPTER    XLIII. 

STRAWBERRIES,  BLUEBERRIES  AND  GOOSEBERRIES. 

Strawberries  have  been  known  and  grown  for  centuries  and  are 
probably  the  most  delicious  and  popular  of  all  berries,  owing  to 
their  fragrance,  flavor  and  abundance  in  season. 

These  berries  are  now  to  be  had  fresh  at  all  times  of  the  year, 
transportation  and  refrigeration  having  brought  the  gardens  of  the 
South  to  the  thresholds  of  the  North. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  iii 


The  canning  of  strawberries  is  difficult,  as  they  will  not  with- 
stand processing  or  "stand  up"  in  the  cans,  and  it  is  hard  to  put  enough 
berries  in  a  can  to  have  them  cut  out  a  fairly  acceptable  quantity. 
Some  varieties  stand  processing  better  than  others,  but  there  are 
so  many  varieties  and  so  many  claims  of  superiority  that  it  is  im- 
possible to  enumerate  them. 

The  preservation  of  the  color  of  the  berries  in  canning,  a  most 
important  feature,  has  been  greatly  simplied  in  a  few  years  past  by 
the  use  of  inside  enameled  sanitary  cans,  which  cans  unquestionably 
do  preserve  that  rich  red  color  so  essential  to  the  acceptability  of 
the  canned  product. 

The  heavier  the  syrup  the  better  the  strav/berries  will  retain 
their  color  and  flavor;  and  preserved  goods,  a  pound  of  sugar  to  a 
pound  of  fruit,  though  expensive,  are  the  best  value. 

Buying  and  Selling  Points. — Strawberries  packed  in  water  are  of 
but  little  value,  as  they  shrink  and  fade  until  they  are  wholly  unde- 
sirable for  any  purpose.  Packers  do  themselves  a  great  injustice  and 
the  canning  industry  a  great  injury  when  they  put  a  small  handful 
of  strawberries  in  a  No.  2  can  and  then  fill  the  can  with  water,  giving 
the  consumer  nothing  for  his  money  except  an  impression  that  all 
canned  foods  are  a  fraud  and  a  swindle. 

Even  the  packing  of  strawberries  in  No.  10  cans,  in  water,  for 
preserving  purposes,  is  a  poor  method  of  handling  them. 

See  that  the  berries  have  been  washed  carefully  and  are  free  of 
sand ;  also  that  leaves  and  stems  are  absent  from  the  cans. 

The  Baltimore  standard  for  strawberries  is:  "Cans  to  cut  out 
after  draining  not  less  than  half  full  of  fruit.  This  shall  be  sound 
and  not  of  the  variety  known  as  seedlings,  and  must  be  put  up  in 
not  less  than  10  degrees  cold  cane  sugar  syrup." 

Gooseberries. — This  is  a  pie  fruit,  being  naturally  so  sour  and 
tart  that  it  can  not  generally  be  used  otherwise. 

It  makes  a  fine  jelly  and,  when  put  up  in  glass  "Wiesbaden" 
style,  makes  a  handsome  preserve.  It  is  a  very  hardy  berry  and 
grows  upon  a  shrub  or  bush  yielding  abundantly.  Ripe  gooseberries 
turn  quite  dark,  but  are  seldom  used,  the  fruit  always  being  packed 
green.  As  a  pie  fruit  it  requires  a  great  deal  of  sugar  but  has  a 
delicious  flavor. 

Canners  do  not  give  much  attention  to  gooseberries,  but  quite 
a  quantity  are  nevertheless  packed.  They  are  heavy  with  seeds  and 
are  hard  to  process  so  that  they  will  keep  in  cans  more  than  one 
season.  The  large  quantity  of  acid  in  the  berry  renders  this  still 
more  difficult.  They  are  packed  usually  "Stemmed  and  Blowed,"  this 
being  done  by  a  machine,  but  some  still  pack  them  with  stems  and 
blooms  on  the  fruit. 


112  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Buying  and  Selling  Points. — The  Baltimore  standard  is :  "Cans 
to  cut  out  not  less  than  two-thirds  full  after  draining.  Fruit  unripe 
and  uncapped  put  up  in  water." 

See  that  all  loose  stems,  sticks  and  leaves  are  absent  from  the  cans. 
Bakers  usually  require  these  berries  to  be  put  up  in  No.  10  cans. 

Blueberries. — These  berries  are  almost  exclusively  used  for  pies, 
though  some  are  packed  in  syrup  in  No.  2  cans  and  are  delicious  for 
tea  table  dessert.  They  are  not,  as  some  think,  cultivated  huckle- 
berries, but  are  separate  and  distinct,  fleshier  and  sweeter  than  huckle- 
berries and  are  chiefly  grown  in  high  latitudes  and  are  packed  in  Maine, 
Canada  and  Michigan,  chiefly  in  No.  10  cans  in  water  for  pie  fruit. 
It  makes  a  most  delicious  pie,  though  the  dark  color  of  the  berry  is 
rather  unsightly  when  used  in  pies. 

Buying  and  Selling  Points. — This  berry  when  in  cans  is  apt  to 
swell  if  carried  over  from  one  season  to  another.  The  seeds  seem  to 
be  hard  to  sterilize.  See  that  cans  are  well  filled  with  fruit,  two- 
thirds  to  three-fourths  full  after  draining,  and  that  there  is  an  ab- 
sence of  sticks,  stems,  leaves,  etc.  The  berries  should  be  ripe  and  of 
a  good,  meaty  plumpness. 

CHAPTER    XLIV. 

CANNED    CHERRIES. 

This  fine  fruit  is  found  in  a  wild  state  in  many  parts  of  the  world,, 
and  has  been  grafted,  improved  and  cultivated  until  it  is  now  one  of 
the  most  luscious  and  desirable  of  small  fruits. 

The  finest  cherries  produced  in  the  world  are  grown  in  California,, 
and  the  Royal  Ann,  Black  Tartarian  and  Ox  Heart  varieties  are  well 
known  upon  the  fruit  stands  as  well  as  in  cans. 

The  Royal  Ann  cherry  of  California  is  a  white  cherry  with  a 
red  cheek.  The  red  turns  brown  when  the  fruit  is  canned.  The  Ox 
Heart  cherry  of  California  is  not  so  meaty  or  richly  flavored  as  the 
Royal  Ann,  but  it  has  a  distinctive  or  ''pit  flavor"  of  its  own,  which 
is  greatly  relished  by  some. 

The  Black  Tartarian  is  really  the  finest  flavored  of  all,  but  its 
color  is  not  so  refined  or  attractive  as  that  of  the  white  varieties,  and 
it  is,  therefore,  much  less  salable  in  cans.  But  when  sold  fresh  in 
boxes  it  far  surpasses  in  sales  the  white  varieties. 

The  Baltimore  Canned  Foods  Exchange  has  a  standard  for  red 
cherries  as  follows :  "Cans  full  of  fruit,  free  of  specks  or  decay,  put 
up  in  water."  The  same  standard  applies  to  white  cherries  except 
that  they  are  to  be  packed  in  10  degrees  cold  cane  syrup. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  113 


Red  or  Sour  Cherries,  as  they  are  called,  have  recently  attained 
an  enormous  consumption  as  pie  stuif.  They  are  put  in  No.  10  cans, 
pitted  by  machinery,  and  are  largely  distributed,  so  that  the  world  has 
cherry  pie  all  the  year  around.  These  cans  of  pitted  red  sour  cherries 
are  put  up  in  the  juice  of  the  fruit.  Inside  enameled  sanitary  cans  are 
generally  used,  as  they  are  found  to  preserve  the  color  of  the  fruit. 

The  value  of  these  No.  10  cans  of  pitted  pie  cherries  is  largely 
based  upon  color,  fullness  of  cans  and  freedom  from  pits,  as  all  are 
sometimes  not  perfectly  pitted.  Red  and  w^hite  cherries  in  the  East 
are  packed  in  No.  2  cans  in  water,  and  in  various  degrees  of  syrup, 
both  pitted  and  unpitted. 

When  packed  with  the  pits  in  cherries  are  very  apt  to  swell  or 
spring  at  the  approach  of  warm  weather.  Pitted  goods  are  less  liable 
to  that  trouble. 

CHAPTER    XLV. 

CANNED    PLUMS. 

The  plum  tree  is  as  old  as  the  history  of  the  world,  and  some 
varieties  are  to  be  found  in  nearly  all  known  countries.  It  is  a  hardy 
tree  and  grows  in  most  any  kind  of  soil,  when  well  watered,  and 
is  not  very  susceptible  to  frost. 

The  varieties  have  probably  all  been  developed  from  one  source, 
and  their  number  is  legion.  The  best  known  kinds  and  those  that 
are  now  most  extensively  cultivated  are  the  following:  Green  Gages, 
Egg  Plums,  Damson  Plums,  Prune  Plums,  Gold  Drop  Plums,  Lom- 
bard Plums,  Red  Plums, 'etc. 

Plums  seem  to  be  grown  to  their  greatest  perfection  in  California, 
Washington  and  Oregon,  beyond  the  Sierra  Madre  and  Cascade 
mountain  ranges.     Prunes  are  merely  dried  plums. 

The  plum  when  raised  from  the  seed  is  apt  to  degenerate  or 
to  return  to  its  original  wild  state,  consequently  it  is  chiefly  repro- 
duced from  cuttings. 

Plums  are  usually  canned  with  the  pit,  and  therefore  apt  to  swell 
the  cans,  and  it  is  risky  to  carry  over  from  season  to  season.  This 
fruit  makes  a  fine  dessert  or  good  pies,  and  some  varieties,  especially 
damsons,  are  largely  used  for  preserving  purposes. 

Plums  are  packed  in  No.  2,  2^,  3  or  10  cans.  Being  a  very 
prolific  producer,  this  fruit  is  put  into  cans  at  a  very  low  cost  and  sold, 
merit  considered,  at  a  very  low  price. 

Some  of  the  green  gage  and  egg  plums  of  California  grow  to  as 
large  size  as  hen  eggs  and  are  of  superb  flavor  and  merit. 


114  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Pitted  plums  in  cans  do  not  seem  to  be  salable.  New  York  State 
and  Michigan  cultivate  plums  extensively  and  put  large  quantities 
of  them  into  cans.  Some  canneries  separate  plums  into  four  sizes 
before  canning  by  running  them  over  screens. 


CHAPTER    XLVI. 

CANNED    MEATS. 

Canned  meats  are  prepared  now  on  a  very  extensive  scale,  and  the 
processes  of  this  preparation  have  been  gradually  perfected  until  they 
are  generally  canned  with  strict  regard  to  cleanliness,  sanitation, 
purity,  net  weight  and  merit,  as  much  so  as  any  canned  product 
known.  They  are  usually  prepared  in  or  in  connection  with  the 
great  fresh-meat  packing  houses  and  are  packed  in  a  large  variety  of 
styles  and  in  numerous  sizes  of  cans.  Meat  canners  are  exceedingly 
progressive  in  their  methods.  They  usually  lacquer  all  their  cans, 
label  in  a  neat  and  generally  attractive  style,  and  prepare  their  goods 
for  sale  in  tempting  form.  They  are  thus  in  advance  of  any  other 
class  of  canned  food  packers.  The  buying  points  for  canned  meats 
involve  tests  of  weight,  soundness,  flavor  and  freedom  from  mis- 
branding or  labeling  wrongly. 

A  friend  of  mine  (Edward  G.  McDougali,  of  Chicago),  who  is 
connected  with  one  of  the  largest  canned  meat  establishments  known, 
has  written  of  them  as  follows : 

"While  the  canning  of  meats  for  commercial  purposes  was  estab- 
lished nearly  a  century  ago,  during  the  last  twenty-five  years  it  has 
grown  to  such  an  extent  that  today  cooked  corned  beef,  sliced  dried 
beef,  veal  loaf,  chille  con-carne,  potted  and  deviled  meats,  vienna  sau- 
sage, etc.,  etc.,  are  considered  a  necessary  part  of  a  retail  grocer's 
stock,  and  these  foods  can  be  found  in  most  of  the  homes  throughout 
this  country. 

All  meats  are  canned  under  Government  inspection.  The  utmost 
cleanliness  is  Used  in  their  preparation  and  canning,  and  their  purity 
is  assured.  Preservatives  are  entirely  unnecessary,  as  canned  meats 
are  preserved  by  heat  alone  and  their  wholesomeness  is  unquestioned. 

They  are  being  used  more  and  more  in  the  homes  of  our  people ; 
and  the  great  armies  and  navies  of  the  world,  when  they  begin  active 
operations,  are  always  provisioned  with  canned  meats. 

Many  people  have  an  idea  that  these  products  are  expensive ;  but 
they  will  not  think  so  when  they  stop  to  consider  that  a  ham,  which 
they  purchase  in  the  ordinary  manner  from  the  retail  butcher,  weigh- 
ing (we  will  say  for  example)  eighteen  to  twenty  pounds,  when  taken 
home  and  cooked  and  the  skin,  bone  and  non-edible  fat  removed,  will 
shrink  to  nine  or  ten  pounds,  a  shrinkage  of  50  per  cent,  and  that  to 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  115 


this  must  be  added  the  cost  of  fuel,  the  time  spent  in  and  the  incon- 
venience of  doing  the  cooking.  What  is  true  of  ham  is  applicable 
to  all  sorts  of  meats.  There  is  a  very  heavy  shrinkage  in  cooking, 
whereas  in  ready-to-eat  meat  products,  the  house-wife  gets  just  what 
she  pays  for,  properly  prepared  by  an  expert  chef  under  ideal  sanitary 
conditions,  without  the  trouble  and  expense  of  cooking. 

Canned  meats  will  keep  for  a  lifetime  and  are  ready  to  serve  at 
a  moment's  notice. 

Variety  of  menu  is  one  of  the  greatest  attractions  of  every  well 
managed  household.  Here  again  is  where  canned  meats  are  a  great 
aid,  for  the  possibilities  are  almost  without  limit  if  the  pantry  is  sup- 
plied with  boneless  chicken,  deviled  ham,  ox  tongue,  corned  beef  hash, 
sliced  bacon,  Mexican  tamales,  tripe,  sliced  dried  beef,  chop  suey, 
sausages,  sausage  meat,  corned  beef,  chile-con-carne,  or  any  other  of 
these  convenient,  nutritious  and  appetizing  table  delicacies." 

CHAPTER    XLVII. 

CANNED    MILK. 

One  of  the  most  important  and  most  commendable  branches  of 
the  canning  industry  is  that  of  condensed  milk.  This  branch  of  the 
industry  brings  great  pleasure  and  luxury  to  those  who  go  down  to 
the  sea  in  ships ;  to  the  armies  of  the  world ;  to  the  pioneers  of  the 
earth,  and  to  all  those  who  travel,  explore  or  follow  their  occupation 
upon  the  confines  of  civilization. 

If  the  babies  of  the  world  were  to  vote  upon  the  popularity  of 
the  various  canned  products,  condensed  milk  would  be  unanimously 
chosen.  Millions  of  the  motherless  little  ones,  and  those  needing 
more  than  a  mother's  milk,  have  been  nurtured  by  condensed  milk. 

The  industry  is  most  thoroughly  placed  under  and  controlled 
by  Government  and  State  inspection,  and  the  product  is  prepared  with 
the  utmost  scientific  care  and  with  scrupulous  regard  to  wholesome- 
ness  and  to  sterilization. 

Milk  canneries  are  usually  located  in  the  country  in  dairying  dis- 
tricts, and  the  dairies,  as  well  as  the  canneries,  are  carefully  inspected. 

Milk  is  packed  in  cans  containing  6,  12  or  16  oz.  of  contents — 
usually  in  cases  of  3  doz.,  4  doz.,  or  6  doz.  cans,  according  to  size 
of  cans. 

The  process  of  condensation  or  manufacture  is  quite  compli- 
cated, and  was  first  undertaken  as  a  useful  and  commercial  enterprise 
by  Gail  Borden,  of  West  Plains,  New  York,  in  1849.  He  began  the 
manufacture  of  "Plain  Condensed  Milk"  at  that  time,  but  in  1851  he 
introduced  "Preserved  Condensed  Milk,"  or  milk  mixed  with  a  heavy 


ii6  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


percentage  of  sugar.  In  1861  and  all  during  the  war  between  the 
States  he  furnished  this  product  to  the  great  armies  of  the  North. 
He  thus  became  a  man  of  wealth,  as  the  demand  for  this  product 
grew  steadily. 

In  1865  the  canning  of  milk  was  introduced  into  Switzerland,  and 
since  then  into  many  or  most  of  the  countries  of  the  world. 

Condensed  milk  can  be  used  for  many  of  the  purposes  (though 
not  all)  for  which  fresh  milk  or  cream  can  be  used. 

In  the  past  decade  milk  that  is  evaporated,  or  thinly  condensed, 
has,  to  an  important  extent,  superceded  preserved  milk  in  popular  use. 
Evaporated  milk  is  prepared  entirely  without  sugar  and  is  absolutely 
sterile,  thereby  being  superior  in  that  respect  to  preserved  milk. 

Buying  Points  and  Selling  Points  for  condensed  or  preserved  milk 
are  freedom  from  what  is  called  "rough  milk" — meaning  milk  which 
becomes  lumpy  or  granulated  in  processing;  good,  bright  color,  and 
the  flavor  as  near  that  of  natural  milk  as  possible, 

CHAPTER    XLVIII. 

CANNED    OKRA. 

This  vegetable  is  an  old-world  plant  and  its  history  extends  into 
remote  ages.  It  has  for  many  years  been  cultivated  in  the  United 
States,  but  grows  best  in  Southern  latitudes,  being  to  a  certain  ex- 
tent tropical  in  its  nature.  It  is  a  plant  that  produces  a  capsule  or 
seed  case,  and  this  is  the  part  of  the  plant  which  is  eaten.  The 
capsule  grows  from  four  to  ten  inches  in  length  and  is  eaten  green, 
being  prepared  by  boiling  and  mingling  with  a  butter  sauce  like  aspar- 
agus, or  being  pickled.  It  is  canned  in  Louisiana  and  Mississippi 
and,  to  a  limited  extent,  in  Baltimore. 

Its  most  extensive  use  is  as  a  base  for  Gumbo  soup  (the  plant 
is  also  called  Gumbo).  It  makes  a  very  fine,  rich  soup,  which,  on 
account  of  the  mucilaginous  nature  of  okra,  is  very  thick. 

The  most  desirable  kind  of  okra  is  known  as  the  dwarf  okra, 
packed  in  Louisiana.  It  has  a  small  pod  or  capsule  that  seems  to 
retain  its  green  color  when  canned  as  well  as  to  have  a  certain  de- 
sirable flavor. 

Buying  and  Selling  Points. — The  pods  should  be  cut  or  sliced 
into  pieces  about  half  an  inch  in  length  and  should  be  of  fresh,  green 
color.  If  the  vegetable  is  too  mature  when  canned  it  is  not  so  suc- 
culent and  is  apt  to  turn  red  from  the  processing.  The  article  is  of 
limited  sale,  not  being  well  known  to  the  consuming  public.  It  should 
be  bought  in  small  quantities  until  a  trade  is  established  for  it.  In 
many  parts  of  the  Southern  United  States  it  is  quite  popular,  but  it 
is  not  well  known  in  other  sections  of  this  country. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  117 

CHAPTER    XLIX. 

CANNED    SHRIMP. 

Shrimp  are  sometimes  called  saltwater  crayfish,  but  not  properly 
so,  as  there  is  another  species  of  the  same  genus  of  saltwater  crus- 
taceans known  as  crayfish,  which  grow  much  larger  than  shrimp. 

Shrimp  are  denizens  of  deep  saltwater  except  twice  a  year,  Spring 
and  Fall,  when  they  come  to  shallow  water  near  the  shores.  The 
canning  of  shrimps  in  the  United  States  is  confined  almost  entirely  to 
the  Gulf  of  Mexico,  as  the  fish  is  not  either  large  or  abundant  else- 
where. 

Putting  up  shrimps  in  this  way  was  begun  in  1867  by  G.  W. 
Dunbar,  of  New  Orleans.  His  first  efforts  were  unsatisfactory,  as 
the  shrimps  contained  so  much  phosphorus  that  the  meat  would  turn 
black  when  in  contact  with  the  tin. 

In  1875  Mr.  Dunbar  devised  the  plan  of  placing  the  shrimps  in  a 
small  cloth  bag  and  then  canning  them,  the  bag  protecting  the  meat 
from  contact  with  the  tin.  Afterward  the  cans  were  lined  with  thin 
sheets  of  wood  veneer,  and  later  with  oiled  paper.  All  of  these  meth- 
ods have  their  advantages  and  all  are  good. 

Shrimps  are  caught  with  long  seines — sometimes  one  thousand 
feet  or  more  in  length.  When  a  school  is  located  in  water  near  the 
shore  the  seine  (which  is  ten  feet  deep  and  has  a  three-quarter  inch 
mesh)  is  drawn  around  the  school  and  pulled  in  to  the  shore  until  the 
fish  can  be  dipped  up. 

When  caught  shrimps  are  of  a  greyish-white  color.  They  are 
quite  delicate  and  quickly  spoil,  so  they  are  carefully  iced  in  barrels, 
taken  to  the  cannery  and  peeled. 

The  body,  with  the  exception  of  the  meat  of  the  tail,  is  thrown 
away  as  useless.  When  the  meat  is  peeled  out  of  the  shell  and  thor- 
oughly washed  it  is  boiled  in  salt  water.  This  causes  it  to  turn  red 
or  pink. 

It  is  then  packed  in  No.  1  cans,  containing  4^  ounces  of  meat, 
or  in  No  1^^  cans,  containing  nine  ounces  of  meat.  It  is  then  pro- 
cessed in  the  usual  way.  It  is  unsafe  to  pack  a  greater  weight  into 
cans,  as  the  shrimps  are  apt  to  solidify,  or  cake  into  a  solid  mass. 

Nearly  all  the  consumption  now  is  of  wet  packed  shrimps,  pro- 
cessed with  a  pickle  or  with  brine  in  the  can. 

The  dry  packed  always  exude  an  odor  and  are  never  so  fresh 
and  sweet  of  flavor  as  the  wet  packed. 

The  catch  or  run  of  shrimp  is  very  uncertain  and  is  largely  in- 
fluenced by  the  weather — a  most  unreliable  factor  on  the  Gulf  Coast. 
Heavy  storms  or  rough  weather  seem  to  deter  the  shrimp  from  ap- 
proaching the  shores  and  to  keep  them  in  deep  water.     On  that  ac- 


ii8  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


count  canneries  are  frequently  compelled  to  close  without  packing 
a  shrimp,  and  values  are  apt  to  fluctuate  sharply  with  the  state  of 
the  supply. 

Shrimps  are  pleasing  to  the  taste  and  delicate  of  flavor,  and  for 
salads  and  stews  are  preferred  by  many  persons  to  lobster. 

Buying  and  Selling  Points. — See  that  the  meat  is  free  from  dis- 
coloration. The  lining  of  the  can  may  be  discolored  next  to  the  tin, 
but  if  the  meat  is  not  discolored  it  is  acceptable.  The  shrimps  should 
be  carefully  peeled,  no  shell  being  left  on  them,  and  the  viscera  should 
be  entirely  removed.  The  very  large  shrimps  are  apt  to  be  tough 
and  dry,  and  on  that  account  the  medium-sized  ones  are  more  desirable. 

In  dry  shrimps  in  cans  the  odor  cannot  be  avoided.  It  is  some- 
times quite  strong  when  the  can  is  first  opened,  but  it  soon  evaporates 
and  the  meat  will  be  found  sweet  and  good.  On  this  account,  how- 
ever, wet  packed  shrimps  are  preferable,  as  the  brine  facilitates  the 
sterilization  and  removes  all  odor. 

CHAPTER    L. 

CANNED  RHUBARB. 

Rhubarb  is  a  plant  of  which  the  stalks  are  used  in  a  similar  man- 
ner to  those  of  asparagus;  but,  on  account  of  its  strong  acidity,  rhu- 
barb is  used  for  pies  and  sauces,  in  lieu  of  fruit,  rather  than  as  a  vege- 
table. It  is  a  very  early  spring  plant,  and,  coming  just  after  a  long  win- 
ter, constitutes  a  very  agreeable  change  of  diet.  It  is,  therefore,  popular 
until  superseded  or  displaced  by  berries  or  other  fruits. 

It  is  canned  in  a  somewhat  limited  way  (though  it  should  not  be), 
as  it  is  an  unsafe  product  for  canning.  The  acid  of  this  article  is  so 
powerful  that  it  soon  dissolves  the  tin  coating  on  the  cans,  in  fact, 
canned  rhubarb  which  is  more  than  six  months  old  is  unfit  for  human 
consumption  and  is  dangerous.  On  this  account  the  canning  of  rhubarb 
is  gradually  declining,  and  will  soon  be  entirely  discontinued.  The 
writer  of  this  article  has  had  several  very  startling  and  disagreeable  ex- 
periences with  canned  rhubarb. 

Buying  and  Selling  Points. — See  that  the  cans  are  well  filled  with 
rhubarb  cut  into  pieces  about  an  inch  in  length  and  that  they  are  sold 
quickly.  Rhubarb  should  be  bought  by  the  wholesaler  and  by  the  re- 
tailer with  the  understanding  that  it  is  to  be  used  promptly.  After  it 
has  been  six  months  in  the  can  it  should  be  carted  to  the  dump  and  de- 
stroyed. 

Inside  enameled  cans  are  of  no  benefit  in  canning  this  article,  as  its 
acid  will  absorb  the  enamel. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.     119 

CHAPTER  LI. 

CANNED  CRABS. 

In  this  country  crabs  are  canned  almost  wholly  on  Chesapeake  Bay. 
James  McMenamin  was  the  founder  of  the  industry  in  1878  or  1879  at 
Norfolk,  Va.,  afterward  removing  his  cannery  to  Hampton,  Va.  The 
ocean  is  full  of  crabs  and  the  supply  unlimited,  the  season  being  from 
April  until  October.  There  are  two  styles  of  canned  crabs.  One  is  the 
shredded  crab  meat  and  the  other  is  known  as  "Deviled  Crabs,"  but  the 
process  in  preparing  the  meat  is  the  same. 

Crab  meat  is  difficult  to  keep  from  discoloration,  but  not  so  much 
so  as  shrimps  or  lobsters.  It  is  not  a  very  popular  article  in  cans,  and 
the  sale  is  rather  limited,  though  it  should  be  more  appreciated,  as  it  is 
of  great  merit.  There  is  a  sweetish  and  a  phosphorescent  flavor  about 
canned  crab  meat  that  some  people  dislike,  and  which  does  not  seem  to 
be  present  when  fresh  crabs  are  eaten.  The  ordinary  blue  crab  of  all 
the  oceans  is  the  kind  used  for  canning  in  this  country. 

The  meat  is  extracted  from  the  shells  either  by  a  cyclone  or  cen- 
trifugal drum  or  by  the  use  of  compressed  air.  The  latter  blows  the 
meat  out  of  the  shell.    It  was  formerly  picked  out  by  hand. 

The  meat  should  be  of  a  grayish  or  bluish  white  color,  and  the  cans 
well  filled,  but  free  from  any  appreciable  quantity  of  brine,  also  free  of 
shells  and  viscera. 

There  is  an  article  called  "Japanese  Crab  Meat"  which  is  now  ex- 
tensively imported  into  this  country. 

It  is  packed  in  Japan  in  No.  i  flat  and  No.  ^  flat  cans.  It  is  very 
white  and  has  a  flavor  very  closely  resembling  that  of  lobster,  but  the 
meat  is  tougher.  It  is  used  largely  in  restaurants  and  hotels  as  a  sub- 
stitute for  lobster,  and  when  carefully  prepared  none  but  an  expert  can 
distinguish  the  two. 

The  Japanese  crab  is  prepared  from  what  is  known  as  the  spider 
crab,  which  grows  to  quite  a  large  size  in  the  Pacific  Ocean,  weighing 
sometimes  as  much  as  twenty  pounds.  It  is  an  ugly  crustacean,  and 
looks  more  like  a  typical  devil  of  the  deep  than  any  other  denizen  of  the 
water  except  an  octopus. 

It  is  a  clean  feeder,  however,  and  its  meat  is  sweet  and  fine  flavored. 
The  Japanese  crab  meat  industry  has  grown  to  enormous  proportions  in. 
the  past  decade.  The  meat  should  be  white,  clean  and  free  from  shelL 
Cooking  turns  exposed  portions  of  the  meat  a  bright  pink,  as  in  the  case 
of  shrimps,  but  the  inside  portions  remain  white.  It  is  not  shredded 
like  crab  meat  packed  in  this  country,  but  is  packed  in  solid  pieces  in 
the  can. 

Some  attempts  to  pack  crab  meat  on  the  Pacific  Coast  have  been 
quite  successful  in  producing  a  good  food  made  from  blue  crabs,  but  so 
far  the  production  has  been  very  small. 


I20     HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  LIL 

CANNED  GRAPES. 

This  most  ancient  and  honorable  fruit  is  probably  oftener  spoken  of 
in  literature  than  any  other — more,  however,  in  respect  to  its  use  in  the 
manufacture  of  wine  than  as  an  article  for  canning  purposes.  Grapes  are 
wholesome  and  pleasing  to  the  taste,  and  whether  dried  as  raisins  or 
-canned,  or  made  into  wine  or  jelly,  juice  or  vinegar,  the  fruit  prob- 
abl}^  is  in  more  general  use  than  any  other. 

The  canned  grape  never  has  attained  the  popularity  which  it  de- 
serves, because  it  seems  to  retain  its  flavor  almost  in  perfection  when 
canned  (if  in  light  syrup). 

In  the  East  the  common  Concord  or  black  grape  is  canned  to  a  very 
limited  extent.     Here,  also,  some  white  grapes  are  canned. 

In  California  the  white  or  Muscatel  grape  is  used  for  canning,  and 
at  first  was  exceedingly  popular  and  salable.  But  the  debauching  of  the 
quality  of  canned  grapes  by  some  packers  who  cared  more  for  the  im- 
mediate present  than  for  the  future,  and  a  tendency  of  the  fruit  to  swell 
the  cans  when  lightly  processed,  bringing  trouble  and  loss  to  all  con- 
cerned in  handling  them,  caused  a  heavy  decrease  in  the  demand  for 
canned  grapes,  so  that  wholesale  grocers  have  almost  quit  including 
them  in  their  assortments  when  contracting. 

This  is  a  great  pity,  as  canned  Muscatel  grapes  are  not  only 
cheap,  but  exceedingly  wholesome  and  an  excellent  dessert. 

In  late  years  canners  have  begun  to  improve  the  quality.  The 
cheaper  classes  of  packers  have  about  discontinued  packing  since  they 
cannot  sell  them. 

They  now  grade  the  grapes  for  size — using  only  the  larger  sizes  for 
canning  and  letting  the  smaller  sizes  be  used  for  other  purposes.  This 
has  brought  back  the  demand  to  some  extent,  and  it  is  now  growing. 

Grapes  are  also  being  processed  more  carefully,  so  as  to  stop  the 
germinating  tendency  in  the  seeds,  as  v/ell  as  the  liability  to  swell  and 
spring  the  cans. 

Buying  Points. — Grapes  to  be  white  (the  dark  varieties  will  not 
sell)  ;  to  be  packed  in  enough  syrup  to  make  them  palatable,  but  not  in 
such  heavy  syrup  as  to  destroy  the  natural  flavor ;  to  be  free  from  stems 
and  leaves ;  not  to  be  too  generally  split  open  in  processing,  and  to  be 
large,  of  uniform  size  and  free  from  brown  discoloration  or  rust. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  121 

CHAPTER  LIII. 

CANNED  SOUPS. 

The  putting  up  of  soups  has  become  quite  an  important  branch  of 
the  canning  industry.  The  manufacture  of  soup  is  quite  complicated.  It 
requires  not  only  scientific  knowledge  of  the  processes  of  preparation 
and  of  canning,  but  it  also  requires  great  skill  and  experience  in  cooking. 
Hence  the  most  able  and  experienced  chefs  are  employed  by  the  soup 
canneries  to  prepare  the  many  kinds  of  soups  which  are  placed  upon  the 
market.  Then  to  sell  soups  (which  are  canned  the  year  round)  and  to 
keep  the  sale  equal  to  the  production,  expensive  methods  of  advertise- 
ing  and  sales  managing  are  essential. 

Lender  the  circumstances,  not  only  experience,  but  a  large  capital, 
is  required  to  conduct  successfully  the  manufacture  and  sale  of  soups. 
The  establishments  engaged  in  these  enterprises  in  the  United  States  can, 
therefore,  be  numbered  on  the  fingers  of  both  hands. 

There  are  two  kinds  of  soups  manufactured  and  marketed  in  the 
United  States — the  liquid,  ready  to  serve  out  of  the  can  when  warmed, 
and  the  condensed,  which  are  to  be  mixed  with  other  ingredients  like  milk, 
cream  or  water,  before  using. 

Many  sorts  of  soups  are  canned,  among  them  being  the  following: 
Bouillon,  Beef,  Celery,  Ox  Tail,  Mock  Turtle,  Veal,  Chicken,  Gumbo  or 
Okra,  Consomme,  Green  Turtle,  Clam  Broth,  Clam  Chowder,  Mutton 
Broth,  Tomato,  Tomato  and  Okra,  Vegetable,  Pea,  Asparagus,  Mulliga- 
tawney.  Vermicelli,  Julienne,  Cray  Fish,  Crab,  Lobster,  Fish  Chowder, 
etc.,   etc. 

Soups  are  prepared  in  canneries  that  are  regularly  inspected  by  the 
United  States  government  inspectors  as  nearly  all  soups  are  based  upon 
meat  or  meat  juices,  and  all  meats  intended  for  interstate  or  foreign  com- 
merce are  prepared  under  government  supervision. 

It  follows  that  the  meats  used  are  of  the  very  best  quality  (as  are  all 
materials  used  by  the  big  soup  canneries),  and  the  canneries  are  as  clean 
and  neat  as  it  is  possible  to  make  them  by  the  use  of  water,  steam  and 
labor. 

The  prices  at  which  canned  soups  are  retailed  are  less  than  they  can 
be  produced  for  at  home,  and  the  product  is  usually  superior. 

Buying  Points  are  very  difficult  to  name.  The  palatability  and 
relish  of  the  soups  on  the  table,  the  fill  of  the  can,  and,  in  condensed  soups, 
the  result  of  developing  them  according  to  direction,  and  the  merit  when 
developed  are  about  the  only  general  guides  to  judgment  that  can  be  rec- 
ommended. 


122 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


CHAPTER  LIV. 

CANNED  FOOD  STATISTICS. 

According  to  the  United  States  census  of  1909,  the  Canning  Industry 
was  analyzed  as  follows.  These  figures  are,  of  course,  somewhat  in- 
complete, but  they  are  probably  as  accurate  as  can  be  obtained  by  the 
method  used  by  the  Census  Bureau : 

Total  number  of  cases  of  canned  food  products 62,700,000 

Total  number  of  canneries 3)767 

Total  capital  invested $1 19,207,000 

Total  paid  for  raw  materials $101,823,000 

Total  value  of  finished  product 157,101,000 


Seasons  for  packing  various  products  tn  the  different  States. 


state. 


Apples. 


Apricots. 


Asparagus. 


Baked  Beans 


Arkansas    < 

California   

Colorado   i 

Connecticut    i 

Delaware    ! 

Georgia    ! 

Illinois  I 

Indiana    j 

Kansas     

Maryland ] 

Massachusetts  . .  i 

Michigan    

Minnesota    ; 

Missouri    i 

Nebraska   ! 

New  Jersey i 

New  Mexico ' 

New  York i 


Jul.  23  to  Aug.  15  i    

Sep.  17  to  Nov.  26    June  1  to  Aug.  10 

Sep.  1  to  Oct.  31     

Sep.  30  to  Oct.  30 
Sep.  20  to  Oct.  10 
Aug.  1  to  Sep.  1 
Aug.  10  to  Nov.  15 
Oct.  1  to  Nov.  15 
Oct.  1  to  Oct.  28 
Oct.  1  to  Nov.  1 


I  I 

Mar.  25  to  July  1 
May  1  to  June  30 


Aug.  1  to  Nov.  1 
Aug.  15 

Sep.  18  to  Oct.  17 
Sept.  1  to  Nov.  1 


Oct.  15  to  Dec.  25 
Sep.  15  to  Dec.  31 
Oct.  1  to  Nov.  20 
Aug.  25  to  Dec.  1 
July  1  to  Dec.  1 
Oct.  to  Nov. 
July  25  to  Dec.  1 
Sep.  1  to  Oct.  20 


Ohio    I 

Oregon    ' 

Pennsylvania   ...j 

Tennessee    ! 

Utah    1 

Virginia    

Washington    Aug.  15  to  Dec.  10 !  July  1  to  Aug.  1 


Aug.  1  to  Aug.  15 
Jul.  20  to  Aug.  20 


July  24  to  Oct.  1 


May  20  to  Jun.  20  Jan.  to  Dec. 
!  ....do 


I  Jan.  to  Dec. 

..do 

..do 

..do 


May  13  to  July  Ij  Jan.  to  Dec. 
May  10  to  July  15  Jan.  to  Dec. 


Apr.  15  to  May  10 
Apr.  26  to  Jun.  10 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


123 


Season  for  packing  various  products  in  the  different  States — Continued. 


State. 


string  beans 


Beets 


Blackberries. 


Cherries. 


Arkansas  . . . . 
California   . . . 

Colorado 

Delaware 

Georgia 

Illinois   

Indiana 

Kansas  

Maryland 

Michigan 

Minnesota  . . 
Nebraska  . . . , 
New  Jersey . . . 
New  York . . . . 

Ohio   

Oregon   

Pennsylvania 
Tennessee  . . . , 

Utah    

Vermont 

Virginia  

Washington  . 
Wisconsin  . . . 


Aug.  1  to  Sep.  15 


July  1  to  Aug.  1 


June  1  to  Oct.  1| 
June  8  to  July  27 
Jul.  10  to  Aug.  20 
Jun.  10  to  Sep.  15 


Jun.  10  to  Jul.  15 


July  1  to  Oct.  28 
July  1  to  Sep.  30 
July  15  to  Oct.  15 
July  10  to  Oct.  15 
Jun.  15  to  Jul.  10 
June  30  to  Oct.  1 
Jul.  20  to  Aug.  20 
Jul.  20  to  Aug.  30 


Jul.  10  to  Aug.  25 


July  1  to  Oct.  1 
June  20  to  Oct.  22 


Jun.  15  to  Jul.  25 
Jul.  15  to  Nov.  2o 
Jun.  15  to  Nov.  25 


Aug.  1  to  Sep.  15 


July  1  to  Aug.  15 ;  

May  20  to  Sep.  10^  May  15  to  Jul.  28 

'  June  15  to  Aug.  1 

July  1  to  July  20    

Junj  1  to  Jun.  20,  

i  Jun.  15  to  Jul.  15 


July  4  to  July  20  Jun.  8  to  Jun.  30 
Jul  15  to  Aug.  24,  Jun.  25  to  Aug.  10 

July  1  j  .Tuly 

July  5  to  July  15  June  9  to  June  30 
July  23  to  Sep.  1  June  20  to  Augv  1 
July  1  to  Aug.  10  Jun.  1  to  Jun.  .30 
Jul.  15  to  Oct.  15  Jun.  10  to  Aug.  20 

i  Aug.  17  to  Oct.  1 

Jun.  15  to  July  5   May  25  to  Jun.  25 

i  July  1  to  Aug.  15 


Jul.  1  to  Aug.  1  Jun.  1  to  Jun.  30 
;  Jun.  25  to  Jul.  20 


State. 


Corn. 


Currants. 


Gooseberries. 


Grapes. 


California   

Colorado  

Jun.  5  to  Jun,  30 
Jun.  15  to  Aug.  30 

May  21  to  June  1 
May  15  to  Jun.  30 

Aug.  1  to  Dec.  1 

Delaware 

Jul.  15  to  Sep.  15 
Aug.  1  to  Oct.  1 
Aug.  1  to  Oct.  15 
Aug.  5  to  Oct.  1 
Jul.  24  to  Sept.  15 
Aug.  20  «o  Sep.  20 
Aug.  1  to  Oct.  20 

Sep.**i*to  *6ct.""i 
Aug.  1  to  Oct.  1 
Aug.  10  to  Sep.  27 
Aug.  1  to  Oct.  1 
Aug.  25  to  Sep.  20 

Illinois   

Indiana 

Iowa    

Kansas  

Maine 

Maryland   

Massachusetts  . . 

Michigan    

Minnesota   

July  1  to  Aug.  1 


.Tun.'io'to'jui.'so 
June  1  to  July  1 



Missouri  

Nebraska   



New  Hampshire.. 



New  Mexico 



Sep.  15  to  Oct.  1 

New  York 

Ohio   

.f  ui.  26  to  Oct.  17 
Aug.  1  to  Nov.  1 

Aug.' 15  to  Oct.' is 

A'u'g.'25'to'se'p.'25 
July  20  to  Oct.  20 
Aug.  10  to  Oct.  10 

July  1  to  Aug.  5 



June  20  to  Aug.  1 
Jun.  10  to  Jun.  20 
June  1  to  July  10 

Jun.  1  to  July  15 

Sep.  15  to  Oct.  15 

Pennsylvania  ... 

Utah  



Jun.  15  to  July  10 

Vermont   

Virginia  



June  1  to  June  30 



Wisconsin    



124 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Season  for  packing  various  products  in  the  different  States — Continued. 


state. 


Hominy. 


Lima  Beans. 


Okra. 


Peaches. 


Dec. 


Alabama 

Arkansas    \   

California   ]    

Colorado    'Jan.  to 

Delaware '    

Florida   

Georgia    

Illinois  I  Jan.  to  Dec. 

Indiana    i  Jan.  to  Dec. 

Louisiana    |    

Maryland   ;    

Michigan   

Missouri 

Nebraska  . . . 
New  Jersey . . 
New  Mexico . . 

New  York 

Ohio   

Oregon   

Pennsylvania 
Tennessee  . . . 

Texas    

Utah    

Virginia  

Washington  . 


Jul.  15  to  Aug.  15 
Aug.  1  to  Oct.  1 
Jun.  25  to  Oct.  25 


Aug.  15  to  Sep.  15 
June  1  to  July  1 


Jul.  25  to  Aug.  15 

.Tun.2dto'Jui.""25 
Sep.  10  to  Oct.  10 


Aug.  1  to  Sept.  1 
Aug.  15  to  Sep.  20 


July  20  to  Aug.  20 
Aug.  10  to  Aug  30 


Aug.  1  to  Sep.  30 


June  1  to  Sep.  20 


Jan. 
Jan. 


to  Dec. 
to  Dec. 


July  29  to  Oct.  15 
Aug.  10  to  Oct.  30 


Jan.  to  Dec. 


Aug.  15  to  Sep.  15 


Sep.  11  to  Nov.  1 
Aug.  11  to  Sep.  5 
Sep.  10  to  Oct.  10 

Sep."i*to  6et.'"i 
Aug.  25  to  Oct.  20 
Aug.  10  to  Aug.31 
Aug.  10  to  Oct.  10 


Jul.  20  tfl(  Aug.  20 
June  15  to  Sep.  1 
Sep.  6  to  Oct.  6 


Aug.  1  to  Oct.  15 
Jul.  15  to  Sep. 


30 


State. 

Peas. 

Pears. 

Pineapples. 

Plums. 

California   

May  20  to  Jun.  20 

July  1  to  Oct.  27 
Jun.  15  to  Aug.  15 

Sep'.'2b'to6ct.'26 

July  1  to  Sep.  10 

Connecticut    

June  1  to  June  30 

'Sep.  30;to  Oct.  201  

Florida   

May  15  to  Sep.  1 

Georgia    

Illinois    

June  1  to  June  15 
Jun.  14  to  Jul.  14 
May   26  to  Jul.  15 
Jun.  5  to  Jun.  30 
June  5  to  July  1 

Indiana      



Maryland    

Massachusetts    .. 

Sep.  1  to  Nov.  1 
Oct.  1  to  Nov.  1 
Aug.  20  to  Nov.  5 

:::::::::::::::::  ::::::::;:::::::: 

Jun.  2  to  Jun.  10:  

Minnesota    

June  15  to  Aug.  1 
June  6  to  June  25 

New   Jersey 

Oct.  10  to  Niov.  15 
Sep.  15  to  Oct.  15 
Aug.  29  to  Nov.  9 



New   York 

Ohio   

Jun.  15  to  Aug.  31 
Jun.  1  to  Jul.  10 
Jun.  1  to  Jul.  20 

May  14  to  Jun.  25 

Aug.  5  to  Sep.  20 

Aug.  25  to  Oct.  10 
July  25  to  Oct.  25 
July  15  to  Aug.  30 



V.V.V.V.'.V.V.V.V. 

Tennessee    

W.'. 

Texas    

July  1  to  Sep.  1 
Jun.  10  to  Jul.  25 
May  20  to  Jun.  19 

Utah    

Virginia    

Washington 

Aug.  26  to  Sep.  18 
Sep.  1  to  Oct.  15 
Aug.  1  to  Oct.  15 

Wisconsin    

Jun.  15  to  Aug.28 

HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


125 


Season  for  packing  various  products  in  the  different  States — Continued. 


state. 

Pumpkin. 

Quince. 

Raspberries. 

Rhubarb. 

Oct.  15  to  Nov.  15 
Sept.  15 

Oct.  1  to  Dec.  31 
Oct.  10  to  Oct.  20 
Aug.  10  to  Nov.  20 
Oct.  1  to  Nov.  20 
Oct.  1  to  Nov.  24 
Sep.  10  to  Oct.  10 

6ct."l"t'o  "Dec'.'25 
Sep.  25  to  Nov.  7 
Sep.  15  to  Nov.  15 
Oct.  1  to  Nov.  1 
Sep.  1  to  Nov.  1 
Nov.  1  to  Nov.  15 
Sep.  10  to  Nov.  13 
Sep.  25  to  Nov.  24 
Aug.   15  to  Dec.  1 
Sep.  20  to  Nov.  30 
Oct.  15  to  Nov.  15 
Oct.  15  to  Nov.  15 

1 

Sep.  6  to  Nov.  2 

June  28  to  Oct.  6 

May  13  to  Jun.  30 

Illinois         

Maryland 

Massachusetts  . . 

Oct.  1 

July  3  to  July  18 
July  1  to  July  15 
Sep.  1  to  Oct.  1 

Michigan  

Minnesota       •  • . . 

July  1  to  Aug.  1 
June  1  to  July  1 

Missouri  

June  1  to  July  1 

New   Jersey 

New  Mexico 

New  York 

Ohio              .   ... 

Oct.  1  to  Dec.  1 

Jun.  25  to  Aug.  15;  May  15  to  July  1 
Jun    7  to  Julv  201  ... 

Oregon   

Jun.  15  to  Jul.  151  .Tnnp  1  to  .Tnlv  .^0 

•^ 

Tennessee 

Jun.  15  to  July  8 
Jul.  15  to  Jul.  30 
June  1  to  June  30 

Utah  

May  15  to  Jun.  30 

Virginia 

Wisconsin    

Sep.  1  to  Sep.  30 

Oct.  10  to  Nov.  12 

' 

State. 

Sauerkraut. 

Spinach. 

Squash. 

Strawberries. 

California   

Colorado 

Oct''l'5td^*Mar.*3i 



Nov.  1  to  Nov.  13 

Jul.  16  to  Sep.  28 
May  30  to  Jun.  30 

Sep.  30  to  Nov.  20 
Oct.  10  to  Oct.  20 

Georgia  

Sep.  1  to  Dec.  30 
Sep.  to  Nov. 
Sep.  1  to  Apr.  1 
Sep.  1  to  Dec.  1 

Dec.  i  to  Jan.  1 

Illinois  

Indiana               . 

Nov.  2  to  Nov.  ^ 

Maryland   

Massachusetts  . . 

Michigan   

Minnesota  

Jun.  15  to  July  1 

June  1 

Sep,  15  t0  Jun.  25 

Jun.  20  to  Jul.  4 
June  1  to  July  8 
Jun.  15  to  Jul.  15 

Nebraska   

Oct.  to  Nov. 
Sep.  20  to  Oct.  30 

■ 

New  Jersey 

June  1  to  June  21 

New  Mexico 

Dec.  26  to  Feb.  1 

New  York 

June  10  to  July  1 
May  25  to  Nov.  30 

Sep.  15  to  Dec.  1 
Oct.  1  to  Nov.  10 
Sep.  15  to  Dec.  1 

Mav  30  to  Jul.  15 

Ohio   

Sep.  11  to  Feb.  1 

May  25  to  Jun.  30 
June  6  to  July  20 
June  1 
July  1  to  Sep.  1 

Oregon  

Tennessee   

Texas    

Utah    

Aug.  1  to  Oct.  20 

Oct.  1 

T26 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Season  for  packing  various  products  in  the  different  States — Continued. 


State. 

Succotash. 

Sweet    Potatoes. 

Tomatoes. 

Alabama    

Nov.  1  to  Dec.  1 

Aug.  1  to  Oct.  10 
Aug.  1  to  Oct.  1 
Aug.  .8  to  Dec.  1 
Aug.  20  to  Oct.  1 
Aug.  15  to  Nov.  1 
Aug.  1  to  Oct.  20 
Aug.  10  to  Oct.  1 
Aug.  10  to  Oct.  20 
Aug.  1  to  Nov.  1 
Aug.  10  to  Oct.  15 

Arkansas     

California    

Colorado    

Connecticut    

Delaware    

Oct.  6  to  Oct.  18 
Aug.  1  to  Sep.  1 

Georgia     

Illinois    

Indiana 

Iowa  ' 

Kansas    

Oct.  8  to  Oct.  26 

July  27  to  Oct.  5 
Aug.  1  to  Sep. 
Aug.  20  to  Oct.  20 
Sep.  1  to  Oct.  1 
Aug.  15  to  Nov.  1 
Sept.  1  to  Oct.  10 
July  20  to  Oct.  30 

Kentucky    

Maryland    

Massachusetts    

Aug. 

Oct.  10  to  Nov.  1 

Michigan    

Minnesota    

Mississippi    

Missouri    

Aug.  20  to  Oct.  1 
Sep.  1  to  Oct.  6 
Aug.  15  to  Oct.  25 
Aug.  1  to  Nov.  1 
Aug.  1  to  Nov.  2 
Aug.  10  to  Nov.  15 
Sep.  1  to  Nov.  1 
Aug.  1  to  Nov.  1 

Nebraska    

Sept.  1 

New  Jersey 

Oct.  1  to  Nov.  1 

New   Mexico 

New  York 

Aug.  15  to  Oct.  15 
Aug.  1  to  Sep.  1 



Ohio   

Oregon    

Pennsylvania    

Feb.  15  to  Sep.  15 

Tennessee  

Jul.  15  -to  Nov.  15 

Texas    

Oct.  to  Nov. 
July  1  to  Sep.  1 

June  15  to  Sep.  1 
Aug.  7  to  Oct.  30 
Aug.  15  to  Oct.  15 
Aug.  1  to  Nov.  1 
Aug.  15  to  Oct.  i 

Utah    

Virginia    

West  Virginia 

Wisconsin    

ANINUAU    TOA4ATO    PACKS 

Compiled  By  "THE  Canning  TRADE" 

This   Table   gives   the   Tomato   Paci<s   for  each  year,  of  each 
important    state    or    group    of   states,  and    also   the  total  annual 
packs   for  the   entire   country;   the  figures   indicate  CASES,  not 
CANS.     But   all  size   cans  used  are  reduced  to  the  No.  3  size 
24  to  the  case.     Table  on  page  following. 


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I30  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Comparative  Packs  of  California  Canned  Fruits  and  Vegetables. 

Compiled  by  the  California  Fruit  Grower. 


I        1901       I        1902       I 


1903 


I        1904       1 


Apples  

Aprlcotos   

Blackberries   , 

Cherries,   Royal  Anne , 

Cherries,  Black   , 

Cherries,  White , 

Currants    

Flga    

Gooseberries   , 

Grapes     

Loganberries    • 

V.     Nectarines    

/^  Pears    

^Peaches,  Free  

Peaches,  Cling  

Plums    

Quinces   

Raspberries 

Strawberries   

Other  Fruits 

No.  2%  Pie  Fruits 

No.  8  Pie  Fruits 

"^  Jams  and  Jellies 

Total  Fruits 

Tomatoes    

Peas    

Asparagus    

Beans  and  Other  Vegetables 

J  Total  Fruits  and  Other  Vegetables 


15,972 
294,896 
21,750 
28,178 
12,136 
11,441 
794 


1,371 
41,364 

'■"509 

458,305 

559,500 

801,788 

137,091 

749 

3,555 

15,782 

31,817 

200,492 

39,582 

2,677,072 

748,440 

102,089 

187,592 

37,937 

3,753,130 


236,071 

16,661 

119,227 

26,566 

43,419 

219 

1,388 

536 

31,052 

194 

755 

302,962 

353,036 

624,528 

150,447 

2,402 

2,975 

6,205 

77,889 

203,596 

45,979 

2,252,790 

827,052 

57,710 

227,126 

39,380 

I  3,404,058 


5,023 

648,716 

35,556 

103,894 

80,506 

63,392 

95 

1,000 

52,621 

4,307 

341 

423,831 

339,375 

559,777 

125,567 

115 

6,505 

15,320 

49',582 

231,496 

36,485 

2,733,504 

958,295 

70,487 

256,220 

58,572 

I  4,077,078 


7,185 

677,137 

17,615 

67,084 

23,946 

42,466 

34 

1,385 

127 

41,178 

10 

1,081 

572,586 

401,666 

527,622 

143,513 

33 

3,581 

12,018 

29',753 

220,095 

49,618 

2,839,733 

566,114 

71,233 

224,877 

99,559 

3,801,516 


Pacdfic  Coast  Salmon  Pack  in  Cases. 


Columbia  Sacramento  Outside    British 
River        River        Rivers    Columbia 


Alaska  Puget  Sound   Totals 


1900 313,417 

1901 248,494 

1902 367,241 

1903 339,366 

1904 423,073 

1905 402,987 

190e 339,548 

1907 302,481 

1908 300,291 

1909 295,408 

1910 389,533 

1911 560,871 

1912 285,666 

1913   (estimated)..  295,000 


34,000 

106,300 

527,281 

1,534,745 

478,742 

2,994,485 

17,500 

123,326 

1,236,156 

2,034,895 

1,380,590 

5,040,961 

14,043 

134,190 

625,982 

2,554,423 

563,307 

4,259,186 

8,200 

64,006 

473,547 

2,251,085 

470,207 

3,606,411 

16,698 

164,971 

465,894 

1,953,746 

296,272 

3,323,654 

2,780 

535,699 

1,167,460 

1,885,464 

1,036,295 

4,630,685 

4,750 

150,756 

629,460 

2,208,495 

441,414 

3,774,423 

127,591 

547,459 

2,170,272 

721,666 

3,869,469 



105,381 

542,689 

2,622,427 

314,281 

3,885,060 

103,604 

967,920 

2,354,230 

1,567,403 

5,288,560 



209,919 

762,201 

2,410,729 

540,592 

4,312,914 

253,736 

948,965 

2,819,942 

1,557,374 

6,140,888 

197,253 

996,576 

4,064,827 

416,125 

5,960,447 

135,000 

1,354,000 

3,610,000 

2,373,000 

7,767,000 

HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


131 


Comparative  Packs  of  California  Canned  Fruits  and  Vegetables. 


1905 

1      ♦1906       I      •1907 

1      -1908 

•1900 

•1910 

•1911 

•1912 

22,355 

80,850 

75,100 

37,700 

69,975 

76,830 

65,300 

80,250 

^5,710 

68,675 

76,735 

87,550 

664,110 

743,160 

858,325 

898,000 

624,481 

397,350 

332,825 

1,161,250 

49,955 

62,025 

77,825 

102,095 

27,513 

85,550 

97,150 

105,700 

117,700 

136,290 

111,440 

1  237,465 

\i?:?|g  od 

11,892 

18,700 

21,040 

40,725 

18,075 

19,620 

28,865 

23.498 

38,275 

20,985 

55,730 

56,160 

40,285 

58,500 

58 

1,550 

10 

10,i25 

i'.iio 

138 

1,052 

70 



:::y:'S> 

37,480 

97,075 

128,125 

45,545 

24,470 

45,645 

70,9i5 

47,185 

45 

166 

2,400 

4,012 

12,639 

19,117 

21,380 

826 

5,000 

87 

1,673 

14 



23 



465,166 

565,000 

533,300 

640,550 

501,440 

619,355 

618,920 

874,20a.j^ 

792,688 

845,250 

865,955 

975,350 

547,175 

748,825 

738,400 

583,800  A^^. 
1,630:24^'.WV 

896,174 

659,500 

656,850 

1,327,610 

1,396,625 

1,352,725 

53,197 

193,550 

142,880 

239,825 

891245 

80,360 

165,840 

175,20d 

20 

150 

632 

65 







1,632 

21,850 

6,880 

5,950 

3,590 

10,126 

3,625 

9,090 

4,888 

22,280 

23,135 

5,78Q 

10,580 

14,073 

7,715 

^'^2 

. 

1,335 

3,390 

5,116 

26,075 

35,163 



212,868 



46,127 







3,283,296 

3,109,225 

2,982,955 

4,734,663 

3,047,001 

4,009,248 

4,182,650 

I4,8&3,900 

834,571 

1,205,750 

1,539,310 

1,106,875 

672,260 

1,350,310 

1,515,450 

1,621,100 

56,170 

125,500 

51,565 

88,510 

104,010 

167,775 

184,775 

269,445 

228,439 

295,695 

174,435 

238,420 

410,965 

617,275 

687,065 

719,200 

73,275 

120,650 

176.445 

68,080 

55,485 

115,285 

129,365 

2,789)495^ 

4,475,751 

4,856,820 

1  4,924,710 

6,236,548 

4,289,721 

6,259,893 

6,699,305 

v^i, 

1( 

n2  Salmc 

m  Pack. 

Medium  I 

led,  Cohoe, 

Pink 

Chinook 

Bed        Silverside         Humpback 

Tyee,  King      Sock 

eye           Blu 

eback    Stee 

Ihead 

Chum 

Totals 

Alaska 

42,604            

1,903 

,967              170  747              1.947.500 

4,064,827 

British   Col 

umbia.   80,437           444,' 
Id 20,252            184,6 

r62            

16i 

5,300             ; 
),727 

}06,068 

996,576 

Piiget   Soui 

180            

145 

61,466 

416,125 

Columbia 

River..  220,31 7            

8 

,210             3^ 

?,440 

18,699 

285,666 

Outside  RU 

rers....  53,1 

98            

215          la 

5,365 

38,475 

197,253 

Totals   . 

416,808            629,4 

42            1,912 

^392            62< 

),588            2,372,217 

6,960,447 

1913  Salmon  Pack  (Estimated). 


Medium  Red,  Cohoe,    Pink 

Chinook 

Red 

Silverside 

Humpback 

Tyee,  King 

Sockeye 

Blueback 

Steelhead 

Chum 

Totals 

Alaska 40,000 

1,940,000 

80,000 

1,550,000 

3,610,000 

British  Columbia.   41,000 

972,000 

70,000 

271,000 

1,354,000 

Puget    Sound 18,000 

1,480,000 

75,000 

800,000 

2,373,000 

Columbia    River ..  .240,000 

35,000 

20,000 

295,000 

Outside    Rivers...    40,000 

70,000 

25,000 

135,000 

Totals     379,000 

2,452,000 

1,940,000 

330,000 

2,666,000 

7,767,000 

132  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CANNERS'  ASSOCIATIONS. 

Headquarters.    Sec'ys.  Office. 

National  Canners'  Association Washington,  D.  C. 

Western  Canners'  Association Edinburg,  Indiana 

Illinois  Canners'  Association Eureka,  Illinois 

Southern  Canners  Association Whiteville,  Tenn. 

Indiana  Canners'  Association Arcadia,  Indiana 

Ohio  Canners'  Association Elyria,  Ohio 

Tri-State  Packers'  Association Princess  Anne,  Md. 

Canners'  League  of  California San  Francisco,  California 

New  York  State  Canned  Goods  Packers'  Association Utica,  N.  Y. 

Iowa  Canners'  Association Dexter,  Iowa 

Minnesota  Canners'  Association Big  Stone,  South  Dakota 

Missouri  Valley  Canners'  Association Oregon,  Missouri 

Wisconsin  Canners'  Association Sheboygan,  Wis. 

Michigan  Canners'  Association Fremont,  Mich. 

Virginia  Canners'  Association Troutville,  Va. 

Utah  Canners'  Association Ogden,  Utah 

Canning  Machinery  and  Supplies  Association Cadiz,  Ohio 

National  Canned  Food  and  Dried  Fruit  Broker's  Association 

Chicago,  111.  (Hearst  Building) 

National  Kraut  Packers'  Association Clyde,   Ohio 

Baltimore  Canned  Goods  Exchange Baltimore,  Md. 

Puget  Sound  Salmon  Canners'  Association Seattle,  Wash. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


133 


COMPARATIVE  AVERAGE  OPENING  PRICES  ON  CALI- 
FORNIA CANNED  FRUITS  AND  ASPARAGUS. 

Compiled  by  the  J.  K.  Armsby  Company. 

Apricots. 


I  190O|19O111902|1903|1904|19O5|190611907|1908|19O9|191O|1911|1912 


No.   3. 

Extra     

No.  2%. 
Dbl    Ex          

$2.25 

2.25 

2.10 

2.10 

2.25 

2.00 

1.85 
1.35 
1.15 
1.00 
.90 
.80 

5.50 
4.00 

'3.1 

2.50 
2.00 

2.50 

2.15 
1.80 
1.55 
1.45 
1.30 
1.20 
1.10 

6.00 
5.50 
4.75 
4.25 
3.50 
3.25 

3.00 

2.50 
2.30 
2.15 
1.85 
1.70 
1.55 
1.50 

7.00 
6.25 
5.75 
5.25 
5.00 
4.75 

2.15 

2.00 
1.50 
1.25 
1.10 
1.00 
.90 
.85 

5.00 
4.50 
4.00 
3.50 
2.75 
2.40 

2.15  2.00 

1.601.75 

1.501.50 

1.201.25 

1.05  1.10 

.95  1,00 

.90    .95 

.80    .85 

6.005.25 
4.254.50 
3.503.75 
3.003.25 
2.60  2.75 
2.40  2.50 

2.50 

2.25 
1.90 
1.65 
1.55 
1.35 
1.25 
1.10 

6.50 
5.75 
5.00 
4.75 
4.25 
3.75 

2.25 
1.90 

Extra     

Ex.   Stand 

Standard     

Second     

Water     

Pie    

No.   8. 

1.50 
1.25 
1.15 
1.05 
.95 

1.50 
1.25 
1.15 
1.00 
.90 

1.40 

1.10 

1.00 

.90 

.80 

1.50 
1.20 
1.10 
1.00 
.90 
.85 

1.50 
1.25 
1.15 
1.05 
.95 

1.60 
1.30 
1.20 
1.05 
1.00 
.90 

5.50 

Ex.  No.  2y2   Gr 

Ex.     Stand 

Standard     

Water    



. . . . 

4.25 
3.50 
3.25 

;.v.i 

5.00 
4.00 
3.50 
2.75 

Pie    

2.25 

2.25 

2.35 

2.35 

2.25 

2.60 

Cherries. 


1900|1901|1902|1903|1904|190511906|1907|190811909|1910|1911|1912 


No.   3. 

Extra 

No.  2%. 

Dbl.    Ex 

Extra     

Ex.    Stand 

Standard    

Second    

Water     

Pie    

No.   8. 

Ex.  No.  3  Gr 

Ex.  No.  2%  Gr 

Ex.    Stand , 

Standard    

Water    

Pie    


$2.85 


2.00 
1.85 
1.50 
1.40 
1. 


(  3.00 


2.85 


2.15 
1.90 
1. 
1. 
...1 


2.75 


2.25 
1.90 
1.75 
1.50 


4.503.50 


2.75 


2.10 
1.80 
1.65 
1.35 
25(1.201.20 


2.15 
1.90 
1.70 
1.40 


7.00 
6.00 
5.25 


3.75 


2.70 


3.50 


.00 

2.75 
2.35 
2.15 
1.75 
1.50 
1.35 


8.50 
7.00 
6.00 
5.00 
4.00 
3.50 


3.00 

4.25 

2.75 

2.25 

2.50 

2.85 

2.75 

3.50 

2.50 

1.90 

2.15 

2.50 

2.50 

3.25 

2.25 

1.75 

2.00 

2.25 

2.20 

2.85 

2.00 

1.50 

1.65 

2.00 

1.85 

2.50 

1.75 

1.25 

1.45 

1.75 

1.65 

2.25 

1.50 

1.15 

1.25 

1.50 

1.50 

2.00 

1.40 

1.10 

1.20 

1.40 

1.40 

1.75 

1.05 

1.15 

1.30 

8.00 

1050 

8.00 

6.00 

7.00 

7.50 

7.00 

9.50 

7.00 

5.50 

6.25 

7.00 

6.50 

8.50 

6.(M) 

4.50 

5.. 50 

6.00 

5.50 

7.50 

5.50 

4.00 

5.00 

5.50 

4.25 

3.50 

3.75 

4.25 

3.75 

4.50 

3.50 

3.00 

3.50 

8.75 

2.75 

2.50 
2.25 
2.00 
1.70 
1.50 
1.30 
1.30 

7.50 
7.00 
6.00 
5.50 
4.25 
3.75 


Continued  on  next  page. 


134 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Yellow  Free  Peaches. 


1190011901|1902|1908|1904|1905|1906|1907|190811909|19101191111912 

No.  3. 

Extra    

No.  2%. 
Dbl    Ex        

$2,35  2.25 


2.25 

2.25 

2.40 

2.30 

2.10 
1.60 
1.35 
1.25 
1.10 
1.00 
.95 

6.50 
5.00 
4.25 
4.00 
3  00 

2.30 

2.10 
1.70 
1.50 
1.35 
1.25 
1.15 
1.10 

7.00 
5.50 
4.75 
4.50 
3  50 

..50 
2.25 

!-t 

1.65 
1.45 
1.35 
1.25 

5!75 
5.00 
4.75 
4.00 
3.75 

2.25 

2.10 
1.65 
1.45 
1.30 
1.20 
1.10 
1.00 

5.75 
4.75 
4.25 
3.75 
3.00 
2.75 

2.15 

1.75 
1.45 
1.25 
1.10 
1.00 
.90 
.85 

5.25 
4.50 
3.60 
3.25 
2.65 
2.40 

2.00 

1.85 
1.60 
1.30 
1.20 
1.05 
1.00 
.85 

5.50 
4.75 
4.00 
3.50 
2.75 
2.60 

2.35 

2.15 
1.80 
1.50 
1.35 
1.20 
1.10 
1.00 

6.00 
5.30 
4.75 
4.25 
3.40 
3.25 

2.25 

1.85 
1.60 
1.35 
1.25 
1.10 
1.05 
1.00 

5.75 
5.00 
4.25 
3.75 
S  00 

Extra    

Ex.    Stand 

Standard    

Second    

Water    

Pie 

No.  8. 
Ex    No    3  Gr         

1.65 
1.35 
1.25 
1.15 
1.05 

1.65 
1.40 
1.30 
1.20 
1.05 

1.55 
1.30 
1.20 
1.10 
1.00 

i. 601.75 
1.30  1.35 
1.15  1.25 
1.05  1.15 
.951.05 
.90.... 

Ex.   No.  2%  Gr 

Ex.  Stand 

Standard     

*.*.*.*.*. 

. . . . 

5.25 
4.25 
3.90 

•  •  •  • 

Pie    

1  2.5012. 7dl2.50|2.40|2.50|2.50|3.00 

2.75 

Lemon  Cling  Peaches. 


|1900|1901|1902|1903|1904|1905|1906|1907|1908|190911910|1911|1912 


No.  3. 

Extra    

No.  2%. 

Dbl.  Ex 

Extra    

Ex.   Stand 

Standard    

Second    

Water    

Pie    

No.  8. 

Ex.   No.  3  Gr 

Ex.  No.  2%  Gr 

Ex.   Stand 

Standard    

Water    

Pie   


$2.40  2.40  2.40  2.40  2.50  2.50  2.50  3.00  2.50  2.30  2.25  2.50  2.35 


1.75 
1.40 
1.30 
1.20 
1.10 


1.75 
1.50 
1.40 
1.30 
1.15 


1.70 
1.40 
1.25 
1.15 
1.05 


2.60 


1.75 
1.45 
1.20 
1.10 
1.00 


5.50 
4.75 
4.25 


2.50 


2.00 
1.75 
1.50 
1.35 
1.15 


2.75 


2.25 
1.80 
1.55 
1.40 
1.25 
1.10 
1.00 

7.50 

5.50 

75 

25 

,50 


2.40 
2.00 
1.80 
1.55 
1.40 
1.20 
1.15 

7. ,50 
6.50 
6.00 
5.00 
4.00 
3.25 


2.65 
2.50 
2.15 
1.85 
1.70 
1.55 
1.40 

8.00 
7.00 
6.50 
5.75 
4.75 
4.00 


2.25 
1.85 
1.60 
1.45 
1.30 
1.20 
1.10 

6.50 
5.75 
5.00 
4.50 
3.50 
3.15 


1.80 
7.60 
1.35 
1.20 
1.06 
.95 
.90 

5.50 
4.75 
4,25 
3.35 
2.75 
2.50 


2.00 
1.60 
1.35 
1.20 
1.10 
1.00 
.85 

5.50 
4.75 
4.00 
3.50 
2.85 
2.65 


2.25 
1.90 
1.60 
1.45 
1.35 
1.20 
1.05 

6.25 
5.50 
5.00 
4.50 
3.40 


2.00 
1.70 
1.40 
1.30 
1.20 
1.10 
1.05 

6.00 
5.25 
4.50 
4.00 
3.10 


3.252.85 


Bartlett  Pears. 


No.  3. 

Extra    

No.  2%. 

Dbl.  Ex 

Extra    

Ex.   Stand 

Standard    

Second    

Water     

Pie    

No.  8. 

Ex.  No.  3  Gr 

Ex.  No.  2%  Gr 

Ex.    Stand 

Standard    

Water    

Pie    


|1900|1901|190211903|1904|1905|1906|1907|1908|1909|191011911|1912 


$2.40 


1.75 
1.40 
1..30 
1.20 


2.40 


1.75 
1.50 
1.40 
1.25 


2.30 


1 

1.50 

1.30 

1.15 

l.lOfl.  15(1. 00|  1.00 

85 


1.60 
1.35 
1.25 
1.10 


2.50 


2.45 


5.25 
4.75 
4.25 


2.25 


2.50 


2.50 


2.35 
1.902.00 
1.601.85 
1.401.65 
1.25|1.50 
1.1011. 251 1.101 
.95    .95 


2.30 


2.20 
1.90 
1.70 
1.45 
1.25 


2.25 


7.50 
6.00 
5.50 
4.75 
3.50 
2.25 


6.75 
5.75 
5.00 
4.50 
3.00 
2.50 


3.00 

2.50 
2.35 
2.10 
1.80 
1.60 

VI 

8.00 
7.25 
6.50 
5.50 
4.25 
3.75 


2.50 

2.25 

1.85 

1 

1.45 

1.25 

1.15 

1.05 

6.50 
5.50 
4.75 
4.25 
3.25 
2.75 


2. J 

2.00 
1.75 
1.40 
1.30 
1.20 


.90 

5.75 
5,00 
4.25 
3.75 
3.00 
2.60 


2.50  2.75  2.40 


2.25 
1.85 
1.70 
1.45 
1.25 
1.101.15 


1.00 

6.25 
5.50 
4.75 
4.25 
3.25 
2.75 


2.40 
2.15 
1.90 
1.75 
1.45 
1.25 
1.10 

7.50 
6.75 
6.00 
5.50 
4.25 
3.25 


2.15 
1.85 
1.60 
1.45 
1.30 
1.15 
1.10 

6.25 
5.75 
5.00 
4.75 
3.50 
2.75 


Continued  on  next  page. 


A  NOVEL  WINDOW  AND  NEAT  INSIDE 


PACKING  MEAT  IN  THE  BIG  CHICAGO  KITCHEN  OF 
LIBBY,  McNeill  &  LIBBY 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


135 


Plums. 


19001 

19011 

19021 

1903! 

19041 

1905!1906|1907|1908|1909il910|1911|1912 

No.  3. 

Extra    

$2,151.85 

1.75 

1.85 

1.85 

2.00 

2.00 

2.15 

2.00 

2.00 

2.00 

2.00 

2.00 

No.  2%. 

Dbl    Ex    

1.65 
1.25 

1.60 
1.30 

1.75 
1.50 

1.75 
1.50 

1.50 
1.30 

1.60 
1.30 

1.75 
1.50 

1  75 

Extra    

1.35 

1.25 

1.25 

1.35 

1.35 

1.50 

Ex.     Stand 

1.15 

1.10 

1.00 

1.15 

1.10 

1.05 

1.10 

1.35 

1.30 

1.05 

1.15 

1.25 

1.20 

Standard    

1.05 

1.10 

.90 

1.05 

1.00 

.95 

1.00 

1.20 

1.15 

.90 

1.00 

1.15 

1.10 

Second    

.95 

.90 

.80 

.95 

.90 

.85 

.95 

1.10 

1.05 

.80 

.90 

1.05 

1.00 

Water    

.90 

.85 

.70 

.90 

.85 

.80 

.85 

1.05 

1.00 

.75 

.85 

1.00 

.95 

Pie    

. . . . 

. . . . 

.85 

. . . . 

.70 

. . . . 

1.00 

.90 

.70 

.75 

.85 

.90 

No.  8. 

Ex    No    3  Gr 

5.50 
3.75 

5.50 
4.00 

5.75 
4.25 

5.25 
4.00 

4.50 
3.75 

4.50 
3.75 

5.00 
4.25 

5  00 

Ex.  No.  2V2  Gr «... 

. . .. 

4.00 

4.25 

Ex.    Stand 

. . . . 

3.25 

3.25 

3.50 

3.75 

3.75 

3.00 

3.25 

3.75 

3.75 

Standard    

. . . . 

.... 

3.00 

3.00 

3.25 

3.50 

3.50 

2.50 

2.75 

3.25 

3.25 

2.25 
2.05 

2.35 
2.15 

3.00 
2.50 

3.00 
2.50 

2.00 
1.90 

2.25 
1.90 

2.50 
2.25 

?,  50 

Pie    

2.20 

2.00 

2.00 

2.15 

2.15 

2.25 

Grapes. 


No.   3. 

Extra     

No.  2%. 

Dbl.     Ex • 

Extra    

Ex.   Stand 

Standard     

Second    

Water    

Pie    

No.  8. 

Ex.  No.  3  Gr , 

Ex.  No.  2y2  Gr 

Ex.  Stand 

Standard    

Water  

Pie    


|1900|1901|190211903|1904I1905|19061190711908|190911910|1911|1912 


1.15 

1.05 

.95 


.|$2.15  2.0011.85(1.85(1.75 


2.25 


1.35 

1.15 

1.05 

95 

90 


2.15 


1.35 

1.05 

.95 

.85 

.80 


2.15 


1 

1.20 

1.10 

1.00 

.90 


1.10 

1.00 

90 

85 


4.50 
3.25 
3.00 


2.15 


2.10 


2.00  2.00  2.15 


1.05 
.95 

.85 
.80 
.80 


5.50 
3.75 
3.25 
3.00 
2.25 
2.05 


►  .1.7511.651 


2.00 


1.50 
1.25 
1.15 
1.05 
1.00 
.90 

5.00 
4.00 
3.75 
3.50 
3.00 
2.50 


2.00 


2.00 

1.50 

1.40 

1.10 

1.00 

.90 

.85 

.80 

4.75 
4.00 
3.25 
3.00 
2.25 
2.00 


2.00  2.00 


1.60 
1.50 
1.20 
1.10 
1.00 
.95 
.90 

5.00 
4.00 
3.50 
3.25 
2.50 
2.25 


Asparagus. 


1903|1904|1905|1906|1907119081190911910|1911|1912 


Mammoth   White.   Pld 

$3.75 

4.00 

4.25 

4.50 

5.50 

4.85 

3.55 

3.40 

2.75 

2.85 

Mammoth  White   

3.00 

3.00 

3.25 

3.35 

4.35 

4.15 

2.80 

2.65 

2.;i0 

2.35 

Mammoth  Green,   Pld 

3.50 

3.85 

3.85 

3.85 

4.65 

4.00 

3.20 

3.00 

2.35 

2.50 

Mammoth    Green 

2.75 

3.15 

3.00 

3.00 

3.65 

3.25 

2.45 

2.25 

2.00 

2.00 

Large  White,  Pld 

3.50 

3.50 

3.50 

3.75 

4.75 

4.25 

3.25 

3.10 

2.40 

2.65 

Large  White  

2.75 
3.00 

2.50 
3.25 

2.65 
3.25 

2.75 
3.25 

3.85 
4.00 

3.50 
3.75 

2.50 
3.00 

2.45 
2.75 

2.00 
2.20 

'?.  15 

Large  Green,  Pld 

2.40 

2.50 
2.50 
2.25 
2.25 
2.10 
2.50 

2.35 
2.25 
2.15 
2.15 
2.05 
2.30 

2.50 
2.35 
2.15 
2.15 
2.05 
2.35 

2.50 
2.35 
2.15 
2.55 
2.05 
2.40 

3.40 
3.50 
3.25 
3.35 
3.15 
3.50 

2.85 
3.25 
2.65 
3.00 
2.50 
3.25 

2.25 
2.25 
2.15 
2.15 
2.00 

2.;^ 

2.15 
2.35 
2.05 
2.25 
2.00 
2.30 

1.80 
1.75 
1.60 
1.60 
1.50 
1.90 

1  90 

Medium  White  

1.95 

Medium  Green    

1   75 

Small   White    

1  70 

Small  Green   

1  65 

No.  1  Sq.  White  Tips 

2.00 

No,  1  Sq.  Green  Tips 

2.15 

2.20 

2.20 

2.25 

3.35 

2.50 

1.90 

1.85 

1.55 

1.70 

No.  1  Tall  Ungraded 



.. . . 

. . .. 

.. .. 

1.75 

1.50 

1.15 

1.00 

.85 

M 

Continued  on  next  page. 


136 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Approximate  Comparative  Packs  of  Hawaiian  Canned  Pineapple. 


1901 

2,000  Cases 

1907 

186,700  Cases 

1902 

6,000  Cases 

1908 

410,000  Cases 

1903 

9,800  Cases 

1909 

498,300  Cases 

1904 

25,500  Cases 

1910 

625,000  Cases 

1905 

51,300  Cases 

1911 

751,000  Cases 

1906 

84,300  Cases 

1912 

1,120,000  Cases 

Approximate  Comparative  Average  Opening  Prices  on  Hawaiian 

Canned  Pineapple. 
Sliced. 


I     1908    I     1909     I     1910     I     1911     |     1912 


No.  2%  Extra    

No.  2      Squat  Extra  

No.  2      Flat  Extra 

No.  2      Tall    Extra 

No.  1%  Flat  Extra  

No.  1      Flat  Extra   

No.  8      Extra   

No.  8      Extra  (in  Juice)..., 

No.  2%  Standard   

No.  2      Tall  Standard   

No.  2      Flat  Standard   

No.  1      Flat  Standard   

No.  8      Standard    

No.  8      Standard  (in  Juice) 


00 


$1.75 
1.60 
1.55 
1.45 
1.40 
1.00 
5.50 
5.00 
1.50 
1.25 
1.30 
.90 
5.00 
4.50 


$1.75 

$1.85 

1.50 

1.55 

1.45 

1.50 

1.40 

1.40 

1.25 

1.00 

1.00 

5.50 

5.75 

1.50 

1.60 

1.10 

1.25 

.90 

.... 

5.00 

5.00 

$2.00 
1.65 

i.'so 
i.'oo 

6.00 

i!75 
1.35 

*.'95 
5.25 


Grated  and  Crushed. 


I     1908    I     1909     I     1910    I     1911 


1912 


No.  2ya  Extra    

No.  2  Squat  Extra  

No.  2  Flat  Extra   

No.  2  Tall  Extra 

No.  2  Tall  Extra  (in  Juice) 

No.  1  Plat  Extra    

No.  8  Extra   

No.  8  Extra  (in  Juice) 

No.  2%  Standard    

No.  2  Tall  Standard   

No.  1  Flat  Standard  

No.  8  Standard   

No.  8  Standard  (in  Juice)    . 


$1.85 

$1.50 

$1.65 

$1.65 

1.40 

1.40 

1.45 

1.35 

1.37^2 

i.eo 

1.35 

1.35 

1.35 

1.30 

1.30 

1.25 

.90 

.90 

.90 

6.25 

5.00 

5.00 

5.50 

5.50 

4.25 

4.25 

4.50 

1.35 

1.50 

1.35 

1.25 

1.10 

1.15 

.85 

.85 

5.75 

4.75 

4.75 

5.00 

5.00 

4.00 

4.00 

4.25 

$1.75 
1.55 

i!45 

".95 
5.75 
4.75 
1.60 
1.30 
.90 
5.25 
4.50 


RANGE  OF  PRICES  FROM  1883  TO  1914  F.  O.  B.  Baltimore,  Md. 
Compiled  by  "The  Camiing  Trade." 

The  following  table  gives  the  packer's  prices  of  spot  Tomatoes, 
Corn,  Peas,  per  dozen,  and  No.  3  Cans,  per  thousand,  from  1883  to 

January  1st,  1914.     No.  2  standard  Maine  Style  Corn  is  referred  to; 

No.  2  standard  Early  June  Peas;  No.  3  standard  Tomatoes.     Cans 
are  the  regular  size  and  standard  quality. 

* — Star  indicates  record  high  price. 

Date.                               Tomatoes.  Corn.  Peas.  Cans. 

1883  January  1 $1.05  $  .90  $1.15  $32.50 

1883  July  1 95  .85  1.15  32.00 

1884  January  1... 90  .95  1.40  32.50 

1884  July  1 90  .90  2.00*  28.00 

1885  January  1 90  1.10  1.80  28.00 

1885  July  1 90  1.10  1.50  26.00 

1886  January   1 1.00  .90  1.60  28.00 

1886  July  1 1.00  .90  1.35  28.00 

1887  January  1 90  .90  1.20  28.00 

1887  July  1 1.25  1.25*  1.25  26.50 

1 888  January  1 1.00  1.00  1.25  30.00 

1888  July  1 1.00  .80  1.50  28.50 

1889  January  1 80  .60  1.40  25.50 

1889  July  1 75  .60  1.30  24.00 

1890  January   1 75  .62  1.30  25.00 

1890  July  1 77>^  .65  1.40  26.50 

1891  January  1 85  1.00  1.35  30.00 

1891  July  1 873/^  .90  1.25  32.00 

1892  January  1 90  1.00  1.25  28.50 

1892  July  1 85  1.15  1.10  28.50 

1893  January  1 1.10  1.00  1.20  26.00 

1893  July  1 1.30  .90  1.25  27.00 

1894  January  1 1.00  .70  1.20  26.00 

1894  July  1 90  .60  1.15  26.00 

1895  January  1 75  .60  1.00  21.00 

1895  July  1 65  .60  1.00  21.00 

1896  January   1 75  .55  1.00  21.00 

1896  July  1 65  .55  .90  18.50 

1897  January  1 75  .60  .90  20.00 

1897  July  1 65  .60  .75  20.00 

1898  January  1 95  .70  .75  20.00 

1898  July  1 1.10  .70  .75  18.00 

1899  January  1 70  .65  .75  17.00 

1899  July  1 70  .75  1.10  22.50 

1900  January  1 67>^  .75  1.20  25.00 

1900  July  1 723^  .70  1.10  27.00 

1901  January  1 80  .70  1.10  26.70 


3  38  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


1901  July  1 72>^ 

1902  January  1 1.22^ 

1902  July  1 1.60* 

1903  January  1 95 

1903  July  1 773^ 

1904  January  1 70 

1904  July  1 70 

1905  January  1 67^^ 

1905  July  1 67>^ 

1906  January  1 1.15 

1906  July  1 1,00 

1907  January   1 97>^ 

1907  July  1 97K 

1908  January  1 82>4 

1908  July  1 77>^ 

1909  January  1 72>^ 

1909  July  1 67>^ 

1910  January  1 65 

1910  July  1 70 

1911  January  1 80 

1911  July  1 90 

1912  January  1 1.20 

1912  July  1 1.25 

1913  January  1 85 

1913  July  1 85 

1914  January  1 75 

CALIFORNIA  CANNING  SEASON 
Approximate  Period  of  Packing  the  Different  Varieties 

FRUITS. 

Apricots Latter  part  of  June  to  latter  part  of  August 

Blackberries Latter  part  of  June  to  fore  part  of  September 

Cherries Latter  part  of  May  to  middle  of  July 

Currants Last  three  weeks  of  June 

Gooseberries Latter  part  of  May  to  latter  part  of  June 

Grapes Fore  part  of  July  to  fore  part  of  September 

Nectarines Latter  part  of  July  to  latter  part  of  September 

Pears Latter  part  of  July  to  middle  of  October 

Peaches,  Free Latter  part  of  July  to  middle  of  October 

Peaches,  L.  C Middle  of  August  to  middle  of  October 

Peaches,  W.  C Middle  of  July  to  middle  of  September 

Plums,  Green  Gage. .  .Middle  of  July  to  middle  of  September 
Plums,  Egg Fore  part  of  August  to  fore  part  of  September 


.65 

1.00 

.75 

1.00 

20.00 

.60 

.95 

20.00 

.80 

.90 

21.50 

1.00 

.90 

21.50 

1.05 

.90 

18.50 

.75 

.85 

18.50 

.80 

.85 

16.50 

.70 

.75 

16.50 

.70 

.75 

16.50 

.56 

.95 

16.25 

.56 

1.10 

17.50 

.65 

1.10 

18.00 

.80 

1.10 

18.00 

.573^ 

.85 

18.40 

.70 

.85 

18.40 

.60 

.75 

17.00 

.75 

.75 

15.50 

.82 

.75 

15.50 

.80 

.90 

16.75 

.90 

.97 

16.75 

.70 

1.25 

16.25 

.65 

1.20 

16.25 

.55 

1.20 

17.25 

.55 

1.05 

17.25 

.725^ 

.95 

17.25 

HOW  TO  BUY  AND  SELL  CANNED  FOODS.  139 


Plums,  Golden  Drop. .  .Latter  part  of  August  to  latter  part  of  October 

Plums,  Damson Middle  of  September  to  middle  of  November 

Quinces Fore  part  of  May  to  latter  part  of  October 

Strawberries Latter  part  of  March  to  middle  of  June 

VEGETABLES. 

Asparagus Middle  of  June  to  end  of  November 

String  Beans Middle  of  May  to  latter  part  of  June 

Peas Latter  part  of  August  to  latter  part  of  Novemb 

Tomatoes Latter  part  of  August  to  latter  part  of  Nov'ber 

CANNED  FOODS  NET  WEIGHTS. 

These  are  minimum  weights  of  contents,  including  juice  and 
water,  suggested  as  proper  to  be  printed  upon  labels  to  comply  with 
various  State  laws. 

No.         Lbs.     Ozs. 

Apples,   4%-inch 3  1  13 

55^-inch    3  2  3 

10  5  14 

Asparagus,  Tall  Salmon  Cans 1  0  16 

Tips,  Square  Cans 1  0  15 

1J4  1  2 

2y2  1  14 

Round  Cans 3  2  1 

Square  Cans 3  2  8 

Bacon,  Glass Large  0  8 

Med.  0  4 

Beets 2  1  4 

3  2  1 

10  6  9 

Blackberries,   H.  S 2  1  5 

Water  1  3 

H.S 25X 

10  6  9 

Blueberries 2  1  4 

2y2 

10  6  9 

California  Fruits,  Extra 3  2  4 

Extra  2y2  1  15 

Extra  Standard 2^^  1  14 

Standard  2J^  1  14 

Second 2y2  1  13 

Continued  on  next  page. 


140  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

Canned  Poods  Net  Weights — Continued. 


No.  Lbs.     Ozs. 


California  Fruits,    Water    2^ 

Pie    2y2 

8 

California  Tomatoes 3 

Solid  Pack 2>^ 

Standard    2j/2 

8 

Cherries,  Ptd.  H.  S 2 

Water. 

H.  S 2y2 

H.S 3 

10 

Clam  Chowder 3 

Corn 1 

2 

10 

Hominy,  4^  inches 3 

5y  inches 3 

10 

Kraut    3 

5^  inches 3 

10 

Lima  Beans,  Dry  White 2 

10 

Lima  Beans,  Green 1 

2y2 

2 

10 

Lobster,  Flat  Cans y. 

1 

Tall  Cans H 

1 

Milk,  Condensed 1 

Evaporated    Tall 

Family 

Baby 

Okra   1 

2 

3 

10 

Continued  on  next  page. 


1 

13 

1 

13 

6 

10 

2 

3 

1 

14 

1 

12 

6 

4 

1 

6 

1 

3 

1 

15 

6 

9 

2 

1 

0 

10 

1 

4 

6 

9 

2 

1 

2 

5 

6 

9 

1 

14 

2 

4 

6 

4 

1 

4 

6 

4 

0 

11 

0 

13 

1 

4 

6 

9 

0 

3 

0 

14 

0 

10 

0 

14 

0 

13>4 

1 

0 

0 

12 

0 

6 

0 

9 

1 

3 

1 

14 

5 

14 

HOW  TO  BUY  AND  SELL  CANNED  FOODS.  141 

Canned  Poods  Net  Weights — Continued. 

No.  Lbs.     Ozs. 

Peaches,   H.  S 3 

H.S 10 

Pears,  H.  S 2 

Water 

H.S 2y2 

H.S 3 

H.S 10 

Peas    1 

IK 

2 

10 

Pineapple 1 

2 

2^ 

10 

Plums,  H.  S 2 

H.S 2K 

H.S 3 

H.S 10 

Pork  and  Beans 1 

2 

3 

10 

Raspberries,  Black  H.S 2 

Water 

Raspberries,  Red  H.S 2 

Water. 

H.S 2K 

10 

Red  Kidney  Beans 1 

2 

3 

10 

Salmon,  Flat  Cans ^ 

1 

Oval  Cans ^ 

1 

Tall  Cans 1 

Nominal 2 

Continued  on  next  page. 


2 

3 

6 

9 

1 

2 

1 

2 

1 

14 

2 

0 

6 

14 

0 

11 

0 

14 

1 

4 

6 

9 

0 

9 

1 

3 

1 

12 

6 

4 

1 

4 

1 

14 

2 

2 

0 

11 

1 

5 

2 

2 

7 

0 

1 

5 

1 

3 

1 

5 

1 

3 

6 

9 

0 

11 

1 

4 

2 

3 

6 

14 

0 

7>4 

0 

15 

0 

7/2 

0 

15 

0 

15 

142  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

Canned  Foods  Net  Weights — Continued. 

No.  Lbs.  Ozs. 

Shrimp,  Dry 10  4 

vA  0  sy2 

Wet 1  0  4 

VA  0  SA 

Spkiach,  4^  inches 3  2  0 

6y2  inches 3  2  4 

10  6  0 

2  12 

Squash  and  Pumpkin 2  1  4 

4%  inches 3  2  0 

5K  inches 3  2  6 

10  6  9 

Strawberries,  H.  S 2  15 

Water  1  3 

H.S 2>4 

10  6  3 

String  Beans,  Wax  and  Refugee 1  0  11 

V/z  0  14 

2  14 

10  6  9 

Succotash,  Lima  Bean 2  1  4 

10  6  9 

Sweet  Potatoes 3  2  1 

10 

Tomatoes 2  1  8 

4J^  inches 3  2  0 

5       inches 3  2  2 

5y2  inches 3  2  6 

10  6  9 

Tongue,   Lunch 1  0  12 

Ox 2  1  12 

(or  1  tongue) 

Tuna  Fish,  Flat  Cans A  0  7 

1  0  13 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.     143 

CHAPTER  LVI. 

SALESROOM— COUNTER  AND  WINDOW  DISPLAY 
OF  CANNED  FOODS. 

No  part  of  a  wholesale  or  retail  grocer's  stock  is  possessed  of 
«uch  possibilities  for  advertising  and  display  as  Canned  Foods.  In 
the  salesroom  of  the  wholesale  store  they  can  be  beautifully  and 
artistically  arranged  if  desired.  The  price  can  also  be  marked  so  that 
the  attention  of  visiting  merchants  will  be  attracted. 

A  very  good  way  is  to  display  special  bargains  or  special  brands 
in  the  original  cases,  piled  on  the  side,  with  cans  set  on  end  and  faced 
outward. 

Another  stack  or  pile  can  be  backed  up  to  the  first  and  faced  the 
other  way,  thereby  saving  space. 

A  wholesale  grocer's  salesroom  should  have  upright  glass  cases 
with  lifting  or  sliding  doors.  Samples  of  canned  foods  should  be 
kept  in  these  cases,  which  should  either  be  equipped  with  mirror 
:glass  in  the  back  or  be  double,  having  standing  space  on  each  side  of 
the  case  and  glass  doors  on  each  end,  so  that  one  can  see  entirely 
through  the  case.  Cans  of  canned  foods  may  also  be  displayed  with 
vignettes  in  front  and  on  both  sides  of  the  case.  This  saves  room, 
but,  unless  the  salesroom  is  large,  will  obstruct  the  view  and  the 
light.  Such  cases  should  not  be  more  than  seven  feet  tall  and  the 
shelving  should  be  of  glass  strips. 

A  wholesale  buyer  should  have  his  cutting  table  made  of  very 
thick  plate  glass  or  of  a  white  enameled  iron  or  imitation  marble 
composition.  The  latter  is  better  and  handsomer  than  the  common 
veined  marble.  It  is  also  cleaner.  This  cutting  table  should  be  in 
proximity  to  the  sample  cases,  as  many  a  sale  is  made  by  a  buyer,  who 
also  has  the  time  and  inclination  to  wait  on  important  customers, 
using  samples  on  the  cutting  table. 

Every  good  cutting  table  should  be  equipped  with  shallow  tin 
pans,  enameled  white  on  the  inside.  They  show  stuff  better  than 
dishes,  are  not  heavy,  make  but  litte  noise,  and  won't  break. 

The  great  variety  of  colors  and  artistic  designs  on  can  labels 
beautify  a  store,  retail  or  wholesale,  more  than  any  other  goods  a 
grocer  carries ;  and  the  line  is  susceptible  of  such  an  infinite  variety  in 
arrangement  that  it  is  put  to  the  front  on  the  shelves  and  counters 
especially  in  the  best  retail  stores. 

A  retail  grocer  should  always  have  good,  wide,  deep  windows, 
with  full  length  plate  glass  in  the  front.  His  window  display  is  just 
as  important  and  profitable  to  him  as  are  those  of  the  general  stores 
to  them ;  and  canned  foods,  when  arranged  in  the  windows,  or  on  the 
-counters  in  pyramids,  or  on  the  shelves,  beautify  the  place  and  attract 


144  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


the  attention  of  buyers.  Price  cards  and  cards  describing  the  quality 
are  of  course  interesting.  It  is  difficult  to  describe  a  window  or  coun- 
ter display  in  words  so  as  to  be  understood,  and,  as  pictures  are  always 
interesting  to  the  eye,  I  have  concluded  that  it  is  best  to  show  photo- 
graphs of  displays  actually  made  by  grocers.  From  these  ideas  of  the 
possibilities  of  such  arrangements  can  be  had. 


CHAPTER  LVIL 

WHOM  DOES  THE  BROKER  REPRESENT? 

Part  of  an  address  made  by  the  author  to  the  Indiana  Canners' 
Association  meeting  at  Indianapolis,   November  13,   1913. 

Some  time  ago,  at  a  banquet,  I  had  occasion  to  define  a  broker's 
earthly  mission  and  status,  and  I  have  come  to  the  conclusion,  after 
studying  all  the  encyclopedias,  the  Bible,  and  books  of  familiar  quota- 
tions, and  after  having  taken  legal  advice  in  relation  to  whom  brokers 
actually  represent,  that  my  definition  formulated  on  that  occasion  is 
the  best  ever.    I  said  that : 

"The  mission  of  the  broker  is  to  stand  immovably  and  immacu-t 
lately,  like  a  great  rock  of  truth  and  righteousness,  between  the  seller 
and  the  buyer  in  a  ceaseless  effort  to  prevent  them  from  'doing*  each 
other." 

That  definition  of  a  broker's  duty  is  about  the  best  I  have  been 
able  to  find,  even  with  the  assistance  of  the  Canners'  Bureau  of  Re- 
search at  Washington,  D.  C. 

Seriously  speaking,  however,  Mr.  President,  I  have  come  to  the 
conclusion  that  the  canned  foods  broker  is  higher  and  greater  legally 
than  the  law  and  better  morally  than  the  church. 

I  have  looked  through  stacks  of  law  books,  since  President  Smith 
"wished"  this  subject  on  me,  and  though  I  could  find  hundreds  of 
cases  and  decisions  pertaining  to  stock  and  bond  brokers,  insurance 
brokers  and  real  estate  brokers  and  their  trouble,  I  assure  you  that  I 
was  not  able  to  find  a  single  case  wherein  a  canned  food  or  merchan- 
dise broker  had  figured  either  as  plaintiff  or  defendant,  not  even  in 
a  breach  of  promise  or  divorce  case.  They  seem  either  to  have  no 
troubles  or  wisely  to  settle  them  out  of  court. 

I  have  also  looked  carefully  through  the  Bible  and  the  Catechism 
and  the  Book  of  Common  Prayer,  and  have  failed  to  find  a.  single  de- 
nunciation of  the  canned  foods  broker  or  his  deeds  or  methods,  nor 
have  I  found  that  any  one  has  ever  offered  up  a  prayer  in  his  behalf. 

The  inference  to  be  clearly  drawn  is  that  his  methods  are  above 
reproach,  his  morals  above  criticism,  and  that  prayers  in  his  behalf 
are  unnecessary. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  145 


Under  the  weight  of  all  this  testimony,  an  appropriate  prayer  for 
a  broker  to  utter  should  he  get  into  trouble  would  be  similar  to  that 
of  the  irreligious  sea  captain,  whose  ship  was  about  to  be  wrecked  in 
a  great  storm.  He  prayed:  "Lord,  you  know  that  I  have  never  trou- 
bled you  before,  and  if  you  will  get  me  out  of  this  scrape,  I  promise 
never  to  call  on  you  again." 

I  do  not  intend,  Mr.  President,  to  assert  that  the  canned  foods 
broker  is  like  Daniel,  with  a  halo  above  his  head  and  a  heavenly  smile 
upon  his  face,  standing  in  the  midst  of  conscienceless  canners  and 
wholesale  grocers  all  waiting  to  pounce  upon  him.  Nor  do  I  suggest 
that  all  brokers  will  in  the  great  hereafter  be  asked  to  come  forward 
and  get  a  harp  and  put  on  a  golden  crown. 

I  am  afraid  that  many  of  them  would  feel  like  a  boy  I  heard  about. 
A  new  Sunday  School  superintendent  was  making  his  introductory 
address  and  said : 

"All  the  little  children  who  want  to  go  to  Heaven  and  wear  a 
golden  crown  will  please  stand  up." 

They  all  stood  up  but  the  son  of  a  canner,  or  maybe  his  father 
was  a  wholesale  grocer,  and  his  name  was  Bill,  and  he  sat  tight. 

"Now  all  will  please  be  seated.  Willie,  you  did  not  stand.  Don't 
you  want  to  wear  a  golden  crown?"  Bill  then  said:  "Nixy,  not  fur 
me.  De  dentist  put  one  of  dem  tings  on  me  toof  last  week.  Not  fur 
Willie.     Never  again !" 

To  be  serious,  however,  Mr.  President,  the  broker  legally  repre- 
sents the  party  to  the  transaction  who  employs  him  and  pays  him  his 
brokerage. 

There  is,  I  know,  a  general  or  popular  impression  that  he  acts 
legally  as  the  agent  of  both  parties,  but  the  law  does  not  so  hold. 

It  plainly  and  undeniably  states  that  he  "represents  and  is  the 
agent  of  the  seller  or  buyer  who  employs  him  and  pays  him  his 
brokerage." 

You  must  not  think  that  the  canners  are  the  only  people  who  pay 
brokerages  on  canned  foods.  Wholesale  grocers  sell  a  great  many 
canned  foods  to  each  other  through  brokers,  and  there  are  in  the  larger 
cities  brokers  who  devote  nearly  all  their  time  to  selling  canned  foods 
between  wholesalers. 

When  canned  foods  have  gone  into  second  hands  brokers  must 
sell  for  wholesalers. 

Although  the  broker  is  legally  the  agent  and  representative  of  the 
party  who  employs  him  and  pays  him,  I  hold,  and  I  think  that  all 
well-informed  and  thoughtful  brokers,  canners  and  wholesalers  will 


146  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


admit,  that  a  broker  who  does  not  stand  impartially,  honestly  and 
fairly  between  the  buyer  and  seller,  will  not  be  of  any  use  to  either 
party  very  long. 

If  a  broker  represents  you  he  is  of  no  use  to  you  unless  he  can 
sell  your  goods.  If  he  is  merely  a  salesman  or  advocate  for  the  seller, 
he  cannot  hold  the  respect  or  confidence  of  the  buyer,  and  if  he  loses 
those,  he  is  no  longer  of  any  use  to  the  seller. 

You  employ  a  broker  on  the  basis  of  no  sales,  no  brokerage,  and 
only  pay  him  for  what  he  actually  does  When  you  have  nothing  to 
sell,  he  is  not  on  your  payroll.  Consequently  he  is  the  cheapest  selling 
agency  you  can  employ. 

I  hold  though  the  law  says  that  the  broker  is  the  agent  of  the 
party  who  employs  him  and  pays  him  his  brokerage,  that  there  are 
relations  that  the  law  does  not  properly  consider  and  some  things 
which  lawyers,  who  are  usually  not  practical,  do  not  know.  I  hold 
that  ethically  and  in  conformity  with  the  principles  of  scientific  politi- 
cal economy,  brokerage  is  a  part  of  the  cost  of  the  goods,  just  as  would 
be  a  salesman's  salary,  or  freight,  or  labels,  or  cases,  and  that  neither 
the  canner,  the  wholesaler,  or  the  retail  dealer  pays  the  brokerage, 
but  that  it  is  paid  by  the  consumer  who  finally  uses  the  goods,  as  a 
part  of  the  purchase  price,  and  that  a  broker  really  represents  the 
just  interests  of  all  parties  to  the  transaction,  as  well  as  the  best  inter- 
ests of  the  canning  industry. 

It  is  a  broker's  business  to  bring  buyers  and  sellers  together  upon 
agreed  terms  and  to  have  them  sign  written  contracts  of  purchase  and 
sale,  or  accept  his  sales  contract  as  the  terms  of  the  transaction. 

His  duty  is  then  done,  and  his  brokerage  is  legally  due  and  pay- 
able, though  custom  in  the  canned  foods  line  seems  to  have  estab- 
lished the  rule  that  brokerage  is  not  payable  until  after  the  goods  are 
shipped  and  paid  for. 

In  cases  of  rejection  there  is  no  legal  obligation  on  the  broker's 
part  to  intervene  or  to  try  to  satisfy  the  buyer,  for  the  seller's  duty  is 
to  deliver  the  goods  according  to  contract  and  the  buyer's  duty  is  to 
accept  and  pay  for  them.  If  either  fails  or  refuses  to  comply  with 
the  contract,  through  no  fault  of  the  broker,  his  brokerage  is,  never- 
theless, payable.  Here,  however,  custom  seems  to  have  assumed  that, 
where  there  is  a  rejection,  no  brokerage  shall  be  paid.  There  is  no 
law  to  sustain  that  assumption,  but  every  broker  should  do  his  utmost 
to  reconcile  differences  between  parties  or  to  resell  the  goods. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  147 

CHAPTER  LVIII. 

THE  RELATIONS  OF  CANNER  TO  BROKER  AND  JOBBER. 

Part  of  an  address  made  by  the  author  to  the  Wisconsin  Pea 
Canners'  Association  at  Milwaukee,  December  4,  1913. 

Mr.  President  and  Gentlemen :  I  am  very  glad  indeed  that  your 
president  did  not  ask  me  to  include  the  retailers  in  my  analysis  of 
existing  relations,  because  I  would  certainly  have  found  myself  walk- 
ing upon  a  crust  over  a  volcano. 

The  retail  grocer  is  the  court  of  last  resort  in  food  distribution — 
the  guide,  philosopher  and  friend  of  the  public  appetite,  and  standing, 
as  he  does,  nearest  to  the  eventual  consumer,  his  is  the  final  word. 

His  friendship  and  co-operation  are  more  vital  and  essential  to  the 
canner  than  any  other  link  in  the  chain  of  distribution;  but  I  will 
shake  his  hand  and  pass  him  by  with  my  assurance  of  sincere  respect 
and  appreciation,  because  there  are  too  many  and  too  much  of  him, 
and  I  could  not  do  him  justice  in  as  short  an  address  as  I  propose  to 
make. 

Lawyers  claim  that  law  is  the  crystallization  of  human  justice 
and  reason,  and  that  it  defines  all  the  relations  of  life  and  property. 
There  is,  however,  nothing  in  all  the  law  books,  or  great  overburdened 
libraries  of  the  law,  that  defines  the  line  of  distinction  or  demarcation 
between  the  rights  and  duties  of  manufacturers,  brokers  and  jobbers. 
There  is  nothing  in  the  law  which  says  where  the  rights  and  privileges 
of  either  of  those  classes  begin  or  end  or  how  far  their  field  of  effort 
shall  or  shall  not  extend. 

In  truth,  the  law,  as  it  is  interpreted  or  adminstered  in  these 
modern  days,  is  antagonistic  to  organized  or  systematized  distribution, 
and  to  the  scientific  economies  of  distributive  effort.  It  recognizes 
no  right,  for  instance,  on  the  part  of  canners,  brokers,  or  jobbers  to 
organize  or  co-operate  in  order  to  define  the  boundaries  of  the  field  of 
effort  each  shall  occupy,  or  to  agree  to  confine  their  co-operation  or 
patronage  to  those  who  do  business  along  the  lines  of  true  ethical  rela- 
tionship, or,  to  speak  plainly,  who  keep  within  their  proper  sphere 
and  mind  their  own  business. 

If  two  or  more  wholesale  grocers  were  to  agree  not  to  buy  goods 
through  a  broker  who  sold  to  the  retail  trade,  they  could  be  prose- 
cuted and  punished  under  the  anti-trust  laws. 

If  two  or  more  canners  were  to  agree  to  sell  no  goods  to  a  jobber 
who  conducted  a  cannery,  or  who  put  his  private  or  house  label  on 
canned  foods,  they  could  be  punished  under  the  anti-trust  laws. 

If  two  or  more  jobbers  were  to  agree  not  to  sell  goods  to  another 
jobber  because  he  sold  goods  to  consumers,  they  could  be  punished 
under  both  state  and  national  laws. 


148  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Hence  we  find  that  the  situation  between  canner,  broker  and 
jobber,  in  respect  to  their  relations,  so  far  as  their  sphere  of  active 
effort  is  meant  by  their  relations,  must  be  individual  and  ethical  or 
moral  entirely,  for  it  cannot  be  legal  if  there  is  any  element  of  co-op- 
eration by  agreement. 

A  case  in  point  is  that  of  the  Southern  Wholesale  Grocers'  Asso- 
ciation. It's  officers  and  members  were  fined  in  the  United  States 
courts  very  recently  because  they  published  a  "green  book"  containing 
a  list  of  wholesalers  and  let  manufacturers  understand  that  they  would 
not  be  patronized  if  they  sold  parties  not  classified  as  wholesalers  at 
wholesale  prices. 

A  great  condition  of  confusion  exists,  and  probably  will  continue, 
as  to  the  trade  restrictions  between  canner,  broker  and  jobber. 

Hence  we  find  canners  selling  direct  to  retail  grocers,  brokers 
selling  to  large  retailers,  and  jobbers  and  canners  selling  to  large  con- 
sumers. 

It  being  held  as  opposed  to  public  policy  and  the  law  that  any 
restrictions  be  agreed  to  or  placed  upon  distribution  or  commerce, 
there  are  only  two  other  influences  which  can  be  depended  upon  to 
preserve  and  maintain  the  proper  relations  between  canner,  broker 
and  jobber,  namely,  self-respect  and  ethical  or  moral  influence. 

We  all  know,  in  this  country  of  magnificent  distances  and  high 
freight  rates,  that  all  the  elements  or  factors  employed  in  our  plan 
of  distribution  are  essential ;  the  canner  to  prepare  and  produce  canned 
foods ;  the  broker  to  sell  them ;  the  wholesaler  to  buy  them  in  carload 
lots,  thereby  saving  a  heavy  difference  in  freights,  to  extend  credit  to 
the  retailers,  to  carry  the  surplus  stocks  and  to  act  as  banker  to  the 
entire  plan,  and  the  retail  grocer  to  furnish  the  goods  to  the  consumers 
in  quantities  to  suit  the  wants  of  each. 

I  have  been  unable  to  find  where  anyone  has  written  or  spoken 
carefully,  or  after  much  research  or  thought,  upon  this  much-vexed 
question  of  the  mutuality  of  interest  or  true  relations  between  canners, 
brokers  and  jobbers.  Therefore,  if  we  can  find  no  precedents  in  law 
and  no  guidance  in  philosophical  literature,  we  must  place  the  respon- 
sibility upon  our  consciences,  each  doing  his  part  individually.  "Honor 
and  fame  from  no  condition  rise;  act  well  your  part,  there  all  the 
honor  lies." 

It  is  morally  recognized  that  the  sphere  of  the  canner  is  manufac- 
turing. If  he  distributes  his  goods  through  the  jobber,  believing  it 
cheapest,  safest  and  best  to  do  so,  he  is  in  honor  bound  to  refrain 
from  intruding  upon  the  jobber's  privilege  of  supplying  the  retaU 
trade. 

If  he  wants  his  own  labels  introduced,  he  can  always  arrange  with 
some  jobber  to  co-operate  with  him  and  to  handle  and  push  his  brands. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  149 


If  he  prefers  to  sell  direct  to  the  retail  trade,  he  should  not  expect 
the  jobber  to  buy  his  products,  and  will  not  then  be  disappointed. 

The  broker  is  legally  only  a  salesman,  acting  under  the  instruc- 
tion of  the  principal  who  employs  him.  If  he  solicits  the  patronage 
of  the  wholesale  trade  he  should  feel  in  honor  bound  to  refrain  from 
selling  to  the  wholesaler's  customers. 

There  is  a  difference  between  a  broker  and  a  factor.  The  broker 
has  not  the  goods  in  his  possession  or  control ;  the  factor  has,  and 
usually  bills  and  collects  for  them. 

Though  not  legally  the  agent  of  both  parties,  the  broker  morally 
and  ethically  is,  and  must  stand  squarely  and  >  impartially  between 
buyer  and  seller  when  he  brings  them  together  in  the  transaction  of 
business. 

The  wholesaler  is  a  distributer  and  banker  to  the  trade,  and  that 
is  his  sphere.  If  he  becomes  a  manufacturer,  selling  the  jobbing  trade, 
he  cannot  complain  if  canners  compete  with  him  in  the  retail  trade. 

A  wholesaler  does  not,  in  my  opinion,  become  a  manufacturer,  or 
competitor  with  manufacturers,  merely  by  using  his  private  label  on 
canned  foods,  for  it  is  not  his  purpose  in  doing  so  to  sell  the  whole- 
sale trade;  but  it  is  his  object  in  doing  this  to  advertise  his  business, 
to  hold  and  make  permanent  his  customers,  and  to  protect  his  profits. 

We  hear  a  great  deal  in  these  days  about  the  securing  of  legis- 
lation to  put  the  canner's  name  on  the  label ;  but,  sincerely  speaking,  I 
do  not  consider  the  matter  of  much  importance  to  canners.  To  intro- 
duce a  label  and  establish  a  trade  for  it  is  a  most  expensive  under- 
taking, and  the  expense  must  be  continuous  and  persistent  in  order  to 
keep  the  label  on  the  market.  Should  any  of  the  canners  who  have 
established  their  labels  discontinue  advertising  for  a  single  year,  the 
waves  of  oblivion  would  roll  over  their  reputations,  and  their  labels 
would  disappear  from  the  grocers'  shelves.  At  present  I  am  of  the 
opinion  that  canners  who  pack  goods  for  private  labels  make  more 
money  than  the  big  advertisers  w^ho  push  their  own  brands. 

In  conclusion,  Mr.  President,  this  is  a  great  country,  and  it  has  a 
wide-open,  unrestricted  commercial  policy  from  a  legal  point  of  view. 
Any  man  in  business,  be  he  canner,  broker  or  wholesaler,  has  a  right 
to  conduct  his  individual  business  as  he  pleases,  and  there  is  nothing 
in  the  Constitution  of  the  United  States  or  in  our  laws  to  say  him  nay, 
as  long  as  he  keeps  the  peace,  doesn't  slander  his  competitors,  and 
deals  honestly  with  the  public. 

But,  Mr.  President,  there  is  an  immutable  law  of  reciprocity  and 
compensation  in  God's  grand  universe,  and  in  the  wisdom  and  by  the 
will  of  our  Creator  there  is  a  place  for  every  man,  and  every  man  is 
safest  and  happiest  in  his  appointed  place. 


ISO  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


There  is  an  unwritten  law  of  right  and  conscience  which  we  do 
not  find  in  the  law  books.    This  will  safely  guide  us  if  we  will  heed  it. 

Did  I  say  an  unwritten  law?  I  am  wrong!  It  was  written,  and 
as  written  it  reads : 

"Thou  shalt  not  covet  thy  neighbor's  house,  thou  shalt  not  covet 
thy  neighbor's  wife,  nor  his  man  servant,  nor  his  maid  servant,  nor 
his  ox,  nor  his  ass,  nor  anything  that  is  thy  neighbor's." 

It  is  God's  rule  of  reciprocity,  and  forbearance  and  mutual  con- 
sideration, and  it  was  written  thousands  of  years  ago,  in  the  midst  of  a 
a  dark  cloud,  upon  the  summit  of  Mount  Sinai,  while  the  earth  quaked 
and  trembled,  and  the  lightning  blazed  and  flashed,  and  the  thunders 
rolled  and  crashed,  and  it  was  written  on  ston<i  tablets  by  the  finger 
of  Almighty  God.  It  is  the  best  law  today  by  which  to  regulate  the 
relations  between  canner,  broker  and  jobber,  and  all  other  human 
relations. 

CHAPTER  LIX. 

HOW  TO  INTRODUCE  YOUR  BRAND  OR  LABEL. 

There  was  once  a  philosopher  who  claimed  that  he  could  make 
shoes  though  he  had  never  made  any.  I  am  not  in  that  dubious  or 
unfortunate  position  in  writing  this  chapter,  as  I  have  introduced  on 
the  market  a  number  of  labels  which  are  still  popular. 

The  control  or  ownership  of  a  label,  in  these  days  of  strenuous 
advertising,  is  wisely  regarded  as  important;  for  there  is  no  other 
means  of  holding  a  patronage  once  gained,  or  of  securing  the  cumula- 
tive benefit  from  care  and  from  painstaking  effort  to  give  good  quality 
and  full  value.  In  fact,  there  is  no  other  basis  upon  which  to  place  ai 
progressive  and  enterprising  effort,  for  it  is  the  repeat  orders  that 
pay  the  profit  after  the  first  order  has  been  obtained. 

Canners,  a  few  brokers,  the  wholesalers,  and  some  retailers  now, 
to  a  greater  or  less  extent,  use  their  own  labels  on  canned  foods,  and 
I  know  of  a  few  instances  wherin  commercial  travelers  have  had  their 
own  personal  labels  put  on  a  line  of  canned  foods. 

Labels  are  now  very  cheap.  They  are,  in  addition,  made  in 
artistic  and  brilliant  styles,  so  that  even  a  small  output  can  be  intro- 
duced under  private  label. 

As  I  have  stated  previously  in  this  book,  the  canner  puts  his 
label  on  the  cans  because  they  contain  his  product  and  because  he 
naturally  desires  to  derive  whatever  advantage  he  can  from  its  merit. 
He  sometimes  objects  to  putting  a  dealer's  label  on  his  product  and 
he  resents  the  practice  of  concealing  the  source  of  the  goods. 


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A  LOAD  OF  SALMON  BEING  TOWED  TO  CANNERY  BY  TUG 


SCENE  IN  ONE  OF  NEW  YORK'S  CANNING  KITCHENS 


SEALING  MEAT  CANS  UNDER  VACUUM 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  151 


Dealers  are  prompted  by  the  same  motive,  namely,  a  desire  to  be 
associated  with  their  brand;  and  by  the  additional  purpose  of  securing 
for  themselves  a  fair  margin  of  profit  and  of  avoiding  the  onslaught 
of  price  cutting  competitors.  There  is  no  immorality  or  deception  in- 
volved in  a  dealer's  labeling  goods  v^^ith  his  private  label  as  the  law 
compels  him  to  print  on  the  labels  the  words  "distributed  by"  or 
"packed  for."  This  plainly  shows  that  the  owner  of  the  label  is  not 
a  manufacturer.  Many  canning  establishments  which  put  out  large 
lines  of  canned  foods  include  among  them  some  that  they  do  not 
pretend  to  manufacture  themselves. 

The  first  step  in  the  introduction  of  a  label  is  to  get  a  label  or  a 
series  of  labels.  Vignettes,  colors  and  styles  are  made  in  great  variety 
and  can  be  obtained  without  expense  by  writing  to  label  manufacturers 
who  specialize  in  canned  food  labels.  A  catchy  trademark  name  is 
harder  to  get,  in  fact,  it  would  seem  that  everything  appropriate  has 
already  been  used  or  patented.  Some  word  that  rolls  off  the  tongue 
easily  and  that  has  some  significance  or  reference  to  superior 
quality  should  be  chosen.  Then  a  neat  design  and  conspicuous  vig- 
nette should  be  selected.  It  is  not  necessary  to  have  the  name  of  the 
owners  of  the  label  very  conspicuous,  but  the  word  by  which  the  line 
of  goods  is  to  be  known  and  advertised  should  be  prominent.  Firm 
names  change,  but  trademark  or  advertised  names  go  on  forever,  as 
they  represent  property  or  good  will.  Bright  or  light  colored  labels 
soil  more  easily  than  dark  colored  ones,  but  the  latter  look  dismal  in  a 
poorly  lighted  store  and  are  not  so  attractive  as  light  colored  labels. 

Having  selected  a  label,  mail  it  to  "The  Librarian  of  Congress," 
Washington,  D.  C,  and  have  it  patented.  The  fee  is  $25.00.  You  do 
not  need  any  legal  help  as  the  department  will  advise  you  whether  the 
word  or  design  has  been  previously  patented  and  the  label  manufac- 
turer will  advise  you  if  it  is  being  used  on  canned  foods  by  any  other 
concern. 

Canners  usually  have  three  series  of  labels  for  three  grades  of 
goods — Fancy,  Extra  Standard  and  Standard — but  some  have  more 
than  one  series  and  some  have  quite  a  number  of  labels  in  order 
to  give  control  of  a  line  or  label  to  competing  dealers  in  the  same 
territory  or  district. 

Large  wholesalers  also  frequently  have  a  number  of  different 
labels  for  the  same  purpose  or  reason. 

For  houses  of  moderate  capacity  the  three  series  of  labels  for 
canned  foods  is  sufficient,  viz. :  Fancy,  to  be  retailed  at  20  to  25  cents 
the  can;  Extra  Standard,  to  be  retailed  at  15  to  20  cents  the  can,  and 
Standard,  to  be  retailed  at  10  to  12>^   cents  the  can. 

Labels  should  be  kept  in  cases  or  on  shelves  carefully  protected  by 
doors  or  curtains  from  the  light,  and  from  coal  or  other  dust,  as  they 


152  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


are  liable  to  change  color,  to  become  soiled  or  to  become  of  no  par- 
ticular color. 

The  laws  in  nation  and  in  state  require  that  the  label  shall  state 
the  truth.  Consequently,  all  exaggerated  description  of  qualities 
should  be  avoided. 

In  some  States  the  law  requires  that  the  net  contents  of  the  cans 
shall  be  stated  in  weights  on  the  label.  The  national  law  does  not  so 
require;  but  it  does  require  that,  if  the  net  contents  in  weight  are 
stated,  the  statement  must  be  true. 

Full  information  in  relation  to  labels,  and  labeling  in  respect  to 
national  and  state  laws  is  given  elsewhere  in  this  volume  under  the 
chapter  title  of  "The  Law  and  The  Label,"  and  those  interested  in  the 
introduction  of  their  own  labels  or  brands  should  be  guided  by  it  and 
should  attempt  to  issue  or  print  no  labels  except  in  strict  compliance 
with  national  and  state  laws. 

After  the  labels  are  ready  the  work  of  introducing  them  begins; 
and  it  is  a  process  that  requires  much  patient  and  continuous  effort 
and  no  little  expense. 

The  manufacturer  of  your  labels  will  make  and  bind  for  you 
label  books.  These  containing  one  each  of  all  your  canned  foods 
labels.  You  should  have  enough  made  to  furnish  one  to  each  sales- 
man as  well  as  some  for  retailers  who  are  likely  to  take  an  interest  in 
promoting  the  line.  These  frequently  have  house-to-house  or  wagon 
salesmen  who  could  carry  a  label  book  and  take  orders  through  its  use. 

You  need  not  wait  for  the  packing  season  to  begin  the  introduc- 
tion of  goods  under  your  own  label,  as  it  is  always  possible  to  find 
goods,  at  least  of  a  few  kinds,  that  are  being  held  unlabeled  by  can- 
ners.  A  complete  line,  of  course,  must  be  packed  to  order ;  and  orders 
must  be  placed  in  advance  of  the  packing  season.  A  few  staple  articles 
are  enough  to  begin  with,  however,  a  good  extra  standard  corn,  and 
peas,  and  tomatoes,  for  instance,  until  a  full  line  can  be  had.  This 
preliminary  work  will  pave  the  way  for  a  sale  of  the  full  line. 

In  selecting  grades  exceeding  care  should  be  used.  It  is  just  as 
dangerous  to  put  out  a  quality  higher  than  the  grade  you  can  hope 
to  furnish  as  it  is  to  put  out  an  inferior  quality. 

Let  there  be  no  deviation  from  season  to  season  or  year  to  year 
in  the  quality  of  your  goods.  If  prices  advance,  advance  your  price ; 
but  never!  never!  lower  the  quality  in  order  to  continue  the  lower 
selling  price.  That  policy  is  suicidal.  Have  your  qualities  exactly 
uniform,  neither  better  nor  poorer  than  the  qualities  you  have  pre- 
viously furnished.  If  such  goods  are  not  to  be  obtained,  discontinue 
the  sale  of  that  article  until  the  quality  again  is  obtainable. 

I  shall  suppose  that  the  line  selected  includes  three  grades — 
Fancy,  Extra  Standard  and  Standard. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  153 


Have  your  Fancy  or  Extra  line  the  best  that  is  produced.  This 
line  will  be  the  one  of  smallest  sale  and  should  be  produced  and  pur- 
chased in  limited  quantities.  This  provision  does  not  apply  to  all 
localities  nor  to  all  varieties,  as  there  are  localities  where  Fancy  qual- 
ities sell  best,  and  there  are  kinds  of  goods  (like  Sockeye  salmon  or 
asparagus),  in  which  the  Fancy  quality  has  the  largest  sale.  Every 
market  and  every  locality  is  different  in  this  respect,  and  information 
can  only  be  obtained  by  experience  and  experiment. 

In  selecting  goods  for  your  Extra  Standard  label  continue  to  use 
the  utmost  care.  Buy  goods  fully  up  to  grade  and  be  sure  that  they 
run  uniformly.  Do  not  put  your  label  on  goods  until  you  know  that 
they  are  right.  Some  money  can  be  saved  by  having  your  labeling 
done  at  the  cannery,  as  it  is  done  there  without  charge;  but  some 
houses  have  all  goods  shipped  unlabeled,  securing  a  "labor  for  label- 
ing" allowance  of  one  cent  or  more  a  case  and  doing  their  own 
labeling. 

If  you  have  a  labeling  machine  the  goods  can  be  labeled,  for  the 
allowance  stated,  in  lots  of  one  thousand  cases.  Even  if  it  costs  more, 
however,  there  is  a  protection  which  is  desirable  in  doing  your  own 
labelling.  You  can  thereby  keep  absolute  guard  over  the  privacy 
and  character  of  the  qualities  placed  under  your  private  labels. 

Your  Extra  Standard  line  should  be  that  of  largest  sale,  it  being 
usually  the  15  cent  straight  or  two  for  25  cents  retailer.  Penny  change 
has  to  some  extent  varied  the  retail  prices  on  canned  foods  from  the 
10,  15,  20  and  25  cent  basis,  but  approximate  selling  prices  are  still 
along  that  range.  Make  your  Extra  Standard  line  the  one  on  which 
your  hardest  work  is  done.  It  accommodates  more  people  who  use 
canned  foods — the  great  middle  class — than  the  other  lines,  and  has 
therefore  greater  possibilities  of  development. 

Some  wholesale  houses  and  some  retailers  do  not  handle  the 
Standard  grades  of  canned  foods  under  their  own  labels,  buying  and 
selling  nothing  for  their  own  labels  below  Extra  Standard,  and 
using  canners'  labels  or  brands  only  in  the  Standard  grade.  This 
policy  has  its  feature  of  safety;  but,  by  careful  buying,  good  value 
can  be  given  under  your  label  in  Standard  quality.  By  excluding  it  you 
deprive  yourself  of  an  important  trade  field  and  yield  that  field  to 
your  competitor;  or  you  enter  it  upon  a  basis  of  open  competition  in 
using  canners'  labels,  and  at  margins  of  profit  that  are  not  desirable. 

The  next  step  is  to  take  your  salesmen  into  your  confidence,  tell 
them  what  you  propose  to  do,  and  show  them  how  they  will  be  bene- 
fitted. Cut  samples  for  them  freely  and,  for  comparison,  secure 
samples  of  competing  brands  from  retailers'  shelves.  Imbue  your 
salesmen,  city  and  country,  with  absolute  confidence  in  your  qualities. 
Unless  you  do,  they  cannot  and  will  not  sell  the  goods.  Furnish  them 
with  label  books  and  samples  to  cut  and  show  to  dealers. 


154  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  salesmen  will  secure  the  co-operation  of  retail  grocers.  This 
is  indispensable.  There  is  no  use  wasting  time  or  money  introducing 
a  label  if  the  goods  are  not  on  sale  by  retail  grocers  so  that  they  can 
be  obtained  by  consumers.  The  co-operation  and  interest  of  the  retail 
grocers  must  be  obtained  by  demonstrating  the  quality  to  him  and 
by  securing  both  the  interest  and  the  confidence  of  his  clerks  in  your 
line  of  goods.  You  should  furnish  aggressive  retailers  with  label 
books  and  some  samples  to  cut  and  show  to  their  customers,  and  it 
will  be  found  helpful  to  induce  their  clerks  to  carry  label  books  and 
recommend  the  brand. 

"Store  Demonstration"  is  used  to  good  advantage.  Bright  women 
with  good  selling  ability  are  used,  being  located  in  stores  that  have 
a  good  calling  line  of  customers.  The  samples  are  cut  and  are  nicely 
and  temptingly  arranged  in  glass  dishes — the  demonstrator  taking 
orders,  to  be  filled  by  the  store,  in  which  she  works.  It  is  usual  to 
change  stores  at  least  once  a  week  or  oftener,  unless  good  results  are. 
obtained.  This  method  is  practical,  immediate,  direct  and  effective, 
and  it  is  not  very  expensive. 

House-to-house  canvassing  by  men  or  women  salesmen,  the 
orders  to  be  filled  by  whatever  retailer  the  consumer  selects,  is  effec- 
tive and  more  general  in  results  than  store  demonstration ;  but  the 
attention  of  consumers  is  harder  to  obtain,  as  this  kind  of  work  is 
usualy  overdone  by  all  kinds  of  canvassers.  The  expense  is  about  the 
same  as  that  of  store  demonstration,  but  the  results  are  usually  not  so 
satisfactory. 

The  distribution  of  brief  and  well  written  pamphlets  by  retailers 
(with  their  purchase  deliveries)  is  very  cheap ;  and,  as  it  is  direct,  it 
frequently  brings  good  results.  When  ordered  in  considerable  quan- 
tities, such  advertising  slips  or  pamphlets  can  be  bought  for  from  40  to 
60  cents  per  thousand. 

I  have  never  been  able  to  find  satisfactory  results  from  show 
cards,  expensive  or  otherwise,  to  be  placed  in  retail  stores.  I  regard 
the  money  spent  in  this  way  as  wasted. 

Donating  samples  of  canned  foods  to  church  fairs  or  to  institu- 
tions is  a  waste  of  money,  if  done  for  advertising  purposes.  No  one 
ever  sees  the  goods  but  the  cook,  and  the  cook  don't  stop  to  read 
the  labels  beyond  a  glance  at  the  picture  or  vignette  to  ascertain  the 
contents. 

Street  car  advertising  is  good  and  frequently  effective,  but  quite 
expensive. 

Advertising  in  good  Trade  Papers  is  a  cheap  and  effective  way 
of  securing  the  interest  and  co-operation  of  retail  dealers ;  but  it  must 
be  supplemented  by  the  work  of  salesmen  in  order  to  obtain  the  best 
results. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  155 


Display  advertising  in  large  metropolitan  papers  is  enormously 
expensive  and  is  a  waste  of  money,  as  no  one  takes  time  to  read  such 
advertising.  Small  advertisements  in  such  papers,  at  the  bottom  of 
columns,  or  intermingled  with  the  "Want"  advertisements  are  some 
times  effective.  In  the  smaller  cities  or  towns,  where  the  local  daily 
papers  are  read  more  thoroughly,  display  advertising  can  be  used  to 
advantage  and  is  not  so  costly. 

Pamphlets  to  be  sent  to  consumers  by  mail,  or  to  be  distributed 
by  hand,  of  course  have  a  value ;  but  in  results  are  entirely  dispropor- 
tionate to  the  expense.  This  method  is  quite  common — too  common, 
in  fact,  to  be  effective;  and  it  is  being  so  abused  that  it  has  become 
exasperating  to  consumers.  Distribution  with  retailers'  purchase 
deliveries  is  a  far  superior  method. 

The  same  thing  can  be  said  of  billboard  advertising.  The  results 
are  too  indefinite  to  justify  the  expense,  and,  besides,  the  general 
public  is  being  educated  to  consider  billboard  advertising  as  the  acme 
of  bad  taste,  and  as  a  species  of  vandalism,  that  can  be  regarded  only 
as  an  impertinent  public  nuisance. 

Displays  of  canned  foods  at  fairs  or  expositions  are  practical,  direct 
and  general  in  application.  A  mere  exhibition  of  quality  by  samples 
is  not  sufficient,  and  is  too  ephemeral.  The  demonstrators  must  take 
orders  for  the  goods  while  demonstrating,  otherwise  there  will  be 
no  results.  This  kind  of  work  is  expensive,  owing  to  the  cost  of 
space  and  the  necessity  for  erecting  handsome  and  attractive  booths. 

Lectures  to  clubs,  church  societies,  pure  food  organizations,  high 
school  classes  and  to  most  all  women's  organizations  are  practical 
and  excellent,  and  not  very  expensive.  Sometimes  the  retail  dealer 
will  undertake  such  work;  but  genrally  it  must  be  done  by  a  woman 
or  man  expert.  When  illustrated  with  lantern  slides,  such  lectures  are 
much  more  effective  than  otherwise.  An  entertaining  and  instructive 
talk  about  canned  foods,  so  illustrated,  is  usually  welcomed  when 
properly  explained;  and  the  advertising  of  your  label  can  be  made 
incidental,  being  interspersed  in  the  talks  or  on  the  lantern  slides. 
Samples  of  quality  should  also  be  shown  on  such  occasions,  as  the 
proof  of  the  pudding  is  in  the  eating. 

The  advance  sale  of  your  brand  or  label  should  begin  about  Jan- 
uary 15th  of  each  year,  and  it  should  be  industriously  and  thoroughly 
pushed  until  the  goods  are  in  stock  and  ready  for  delivery. 

The  introduction  of  a  label  is  expensive,  and  those  who  attempt  it, 
like  a  man  planting  a  tree,  are  working  to  a  considerable  extent  for  the 
benefit  of  people  to  come  after;  but,  by  exercising  care  as  to  expendi- 
tures, it  can  be  made  profitable  from  the  beginning.  The  advertising 
or  other  method  of  introducing  one's  label  or  brand  of  canned  foods  is 


156  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


of  greater  benefit  to  wholesale  grocers  than  to  canners,  for  the  whole- 
sale  grocer  obtains  advertising  prestige  thereby  for  an  extensive  line  of 
other  goods,  since  these  follow  the  canned  foods  label  into  a  retailer's 
stock  just  as  commerce  follows  the  flag  on  the  high  seas. 

CHAPTER  LX. 

HOW  TO  CARE  FOR  CANNED  FOODS. 

When  I  took  charge  of  a  canned  foods  department  for  a  big  whole- 
sale grocery  house  a  number  of  years  ago,  I  used  to  examine  personally 
the  packages  of  each  lot  as  the  goods  were  unloaded  from  wagon 
or  car' into  the  warehouse,  in  order  to  see  the  quality  and  condition  of 
cases  and  cans,  the  style  or  manner  of  labeling,  and  the  conditions  of 
the  cans  as  to  rust. 

On  several  occasions  I  noticed  that  teamsters  or  porters  would 
pick  up  the  cases  and  dash  them  the  entire  length  of  the  wagon  plat- 
form, or  off  the  wagon  on  to  a  truck,  with  full  force,  as  if  the  goods 
were  made  of  rubber  or  were  indestructible.  I  knew  that  the  solder 
on  the  cans  and  the  hem  on  crimped  cans  could  easily  be  broken  by 
such  rough  treatment;  so  I  got  the  superintendent  and  asked  him  to 
stay  with  me  and  note  the  unloading  of  several  teams.  I  then  explained 
to  him  how  easy  it  was  to  partially  destroy  a  lot  of  canned  foods  by 
such  handling.  A  notice  was  at  once  posted  by  him  warning  against 
such  handling  of  canned  foods  on  pain  of  discharge.  After  that  my 
claims  for  swells  were  much  smaller. 

In  this  connection  I  cannot  do  better  than  to  copy  a  part  of  Bul- 
letin 18  of  the  National  Canners'  Association  on  this  subject.  I  do 
so  by  permission.    It  reads  : 

"There  are  many  canners,  brokers,  wholesalers  and  retailers  who  seem 
to  think  that  if  care  has  been  used  in  the  packing  of  a  food  product,  further 
precautions  in  its  handling  are  unnecessary.  This  is  a  most  unfortunate 
view  point  and  needs  prompt  correction.  Damage  may  result  from  improper 
handling  to  both  the  container  and  the  contents.  Both  must  be  attractive 
to  the  eye  in  order  to  command  sale  and  to  insure  repetition  of  orders. 

First,  the  cans  may  become  rusted,  due  to  having  been  stacked  in  a 
factory  where  steam  reaches  them  during  the  day  and  cooling  at  night  caus- 
ing condensation  upon  the  surface;  also  to  storing  in  damp  warehouses  or 
in  grocery  cellars.  The  presence  of  rust  upon  a  can  gives  an  appearance  of 
age  or  suggests  a  cheap  article  hardly  worth  ordinary  care.  This  of  itself 
is  a  handicap  in  selling.  Wherever  rust  has  once  started  is  an  easy  point 
of  attack  in  the  future,  and  the  process  may  continue  until  there  is  penetra- 
tion of  the  can  and  consequent  spoilage.  The  presence  of  rust  upon  the  cans 
before  they  are  labeled  will  show  through  the  label  after  a  time,  thus  detract- 
ing from  their  appearance.  Rust  can  be  prevented  in  a  large  measure  by 
lacquering,  and  while  cans  so  treated  at  one  time  were  looked  upon  with 
suspicion,  lacquering  is  now  regarded  as  an  excellent  preventive  of  damage 
from  outside,  and  is  certain  to  come  into  more  general  use  as  its  object  be- 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  157 


comes  better  understood.  Rusting  should  be  prevented,  as  far  as  may  be 
possible,  by  storing  in  dry  quarters,  by  avoiding  such  sudden  changes  in 
temperature  as  will  cause  precipitation  of  moisture  upon  the  surface,  and 
by  the  use  of  dry  packing  cases.  The  use  of  green  wood  and  water  soaked 
lumber  for  boxes,  simply  because  they  cost  one  or  two  cents  less,  is  no 
economy. 

A  very  common  mistake  is  shipping  in  dirty  cars.  It  is  very  little  work 
to  sweep  a  car  clean,  and  if  this  is  not  done  the  presence  of  dirt,  traces  of 
lime,  etc.,  will  be  distributed  by  the  motion  of  the  car,  soiling  the  boxes  and 
a  greater  or  less  number  of  the  labels.  The  condition  of  the  boxes  appeals 
to  the  retailer,  the  same  as  does  the  label  to  the  consumer,  and  the  cleaner 
they  are  the  better.  There  is  no  easier  way  of  'hammring'  the  price  of  a 
canned  article  than  to  have  it  handled  in  a  soiled  package. 

It  is  an  almost  universal  custom  to  stencil  all  cases  in  making  shipment^ 
but  in  small  orders  the  shipping  tag  is  sometimes  used.  Such  a  tag  should 
always  be  attached  to  the  end,  as  the  tacks  used  may  puncture  a  can  if  used 
upon  the  side  or  top.  This  may  seem  to  be  such  a  small  matter  as  to  be 
scarcely  worthy  of  attention,  but  there  have  been  many  hundred  cans  of 
goods  spoiled  in  this  way. 

Canned  foods  should  not  be  stored  where  they  will  freeze,  for  while 
slight  freezing  does  not  seriously  injure  the  quality,  in  no  case  does  it 
make  an  improvement.  If  cans  are  once  frozen  it  is  better  that  they  should 
remain  in  this  condition  than  to  permit  a  recurrence.  Several  short  freez- 
ings are  much  more  injurious  than  one  continuous  freeze.  The  effect  of 
freezing  in  general  is  to  soften  fruit  more  or  less  and  to  destroy  its  charac- 
teristic flavor.     The  effect  of  a  hard  freeze  is  to  break  some  of  the  cans. 

Canned  foods  should  not  be  stored  where  there  is  excessive  heat,  as 
against  radiators  or  close  to  steam  pipes.  'The  quality  is  injured  more 
rapidly  by  heat  than  by  cold,  though  the  ultimate  effect  is  much  the  same — 
softening  of  contents  and  loss  of  flavor.  In  this  case  color  may  also  be 
affected,  pears  and  peaches  may  be  made  more  or  less  pink,  and  fruits  witli 
high  color  may  assume  a  gray  tint. 

A  grocer,  upon  receiving  his  shipment  of  canned  foods,  should  open 
the  cases  and  examine  for  can  leaks.  One  broken  can,  no  matter  what  may 
be  the  cause,  can  stain  a  remarkable  number  if  the  case  be  allowed  to  stand 
at  the  top  of  a  stack.  Cans  which  have  been  dented  or  mashed  in  shipment 
or  handling  should  be  sorted  out  and  disposed  of  early.  A  hard  dent  on  the 
edge  of  a  can  tends  to  make  it  a  leaker,  and  one  mashed  on  the  side  may 
have  the  ends  bulged  out  and  thus  have  the  appearance  of  a  swell.  The 
exercise  of  a  little  judgment  under  such  circumstances  will  be  the  means  of 
keeping  a  clean  stock  to  the  end. 

Before  a  claim  is  made  for  swells  a  test  should  be  made  to  determine 
that  fact.  In  packing  in  sanitary  cans  and  in  the  attempt  to  give  full  weight 
as  demanded  by  the  pure  food  laws,  many  canners  are  overfilling.  When 
cans  are  overfilled,  there  will  be  more  or  less  puffing  of  the  ends  when  they 
are  stored  in  a  warm  place;  and  there  will  be  the  usual  collapse,  or  the 
ends  can  be  pushed  in,  when  they  are  kept  in  a  cool  temperature.  The  test 
of  the  true  swell  and  an  overfill  is  to  place  the  cans  in  a  cool  cellar  or  in  a 
refrigerator.  A  swelled  or  spoiled  can  will  not  collapse  at  the  ends,  while 
an   overfilled   can   will   do    so. 

There  are  some  lines  of  canned  foods  which  should  be  disposed  of  early 
and  not  carried  from  one  year  to  another.  As  a  general  proposition,  fruits 
containing  pits,  as  cherries  and  plums,  acid  fruits,  like  strawberries  and 
loganberries,  apples,  apple  cider,  blueberries  and  rhubarb,  should  be  sold 


158  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


as  early  as  possible.     The  longer  such  stock  is  held  the  greater  is  the  per- 
centage of  loss. 

Marked  improvement  has  been  made  in  canning  foods  in  the  past  few 
years  and  it  becomes  necessary  that  similar  conditions  follow  in  their 
handling  from  the  factory  to  the  consumer." 

To  the  foregoing  excellent  article  I  would  add  that  canners 
should  see  to  it  that  labels  are  neatly  put  on  and  that,  when  the  cases 
are  not  stenciled,  two  can  labels  are  pasted,  one  above  the  other,  across 
one  end  of  each  case,  instead  of  pasting  one  only  diagonally  across  the 
face.  The  two  labels  give  a  bright,  neat  appearance  to  the  goods  and, 
where  they  are  stacked  up,  as  they  frequently  are  in  a  retailer's  store, 
the  attractive  and  neat  appearance  is  highly  desirable. 

In  putting  on  light  colored  labels  care  should  be  taken  to  prevent 
too  much  wet  paste  on  the  label,  as  this  wet  paste  creates  rust  and 
this  quickly  stains  the  label  and  defaces  it. 

Care  should  also  be  taken,  when  using  a  No.  2^  can,  to  trim  down 
the  label  so  it  will  not  overlap  the  vignette.  A  No.  2  label  should  never 
be  used  on  a  No.  2^  or  No.  3  can,  as  the  appearance  of  the  goods  is 
thereby  very  much  injured  and  impaired. 


CHAPTER  LXL 

HOW  TO   MOVE   SLOW   OR   DEAD   STOCK. 

No  matter  how  carefully  or  conservatively  one  buys,  slow-moving 
stock,  or  "dead  stock,"  will  accumulate  and  the  problem  is  how  to 
move  it. 

In  cities  where  coal  smoke  and  dust  are  prevalent  in  the  atmos- 
phere, cases  stain  very  rapidly  and  turn  of  a  red  or  yellow  color  after 
being  held  a  year.  It  is  desirable  not  to  carry  any  kinds  of  canned 
foods  after  the  swell  guarantee  limit  has  expired,  unless  the  market 
is  advancing  heavily. 

If  the  slow  goods  are  unsound,  the  only  place  to  move  them  to  is 
the  dump  or  the  river.  Then  people  will  not  be  able  to  feed  on  them 
and  the  owner  cannot  be  sued  for  damages.  No  temptation  to  do 
otherwise  should  be  encouraged. 

If  the  goods  are  sound  and  wholesome,  put  a  few  cans  on  your 
sample  table  and  exhibit  the  quality  of  the  goods  to  all  your  salesmen. 
If  the  price  is  higher  than  that  of  competitors,  reduce  it  and  ask  your 
men  to  move  the  goods. 

Examine  competing  quotations  before  doing  this.  Sometimes  an 
adjustment  of  price  to  meet  the  market  or  competing  prices  will 
move  a  lot  of  goods  qujckly  without  special  effort. 

If  any  low  or  reduced  prices  are  to  be  made  on  slow-moving 
stock,  it  is  your  duty,  and  it  is  good  business  policy  as  well,  to  let  your 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  159 


own  customers  get  the  benefit  of  the  lower  prices,  rather  than  to  sell 
the  goods  at  a  sacrifice  price  to  a  competing  wholesaler. 

Sometimes,  if  you  will  write  to  the  packer  of  the  goods,  he  may  be 
able  to  send  you  orders  for  them — having  himself  sold  out  and  having 
orders  he  is  unable  to  fill. 

See  the  broker  who  sold  you  the  goods.  He  may  have  other  cus- 
tomers who  need  and  can  use  the  goods. 

Make  inquiry  of  those  who  handle  such  goods  and,  though  they 
may  not  be  able  to  sell  them  for  you,  they  may  inform  you  where  you 
can,  by  making  concessions,  close  them  out. 

See  one  or  two  or  more  of  your  salesmen  who  are  helpful.  They 
may  have  customers  who  handle  such  goods  and  who  buy  freely 
when  offered  concessions. 

Get  these  salesmen  interested  and  ask  them,  as  a  personal  favor, 
to  carry  a  sample  and  push  the  lot.  Don't  impose  upon  such  salesmen 
by  giving  them  such  work  too  frequently,  and  do  not  give  them  too 
many  things  in  the  way  of  slow  or  dead  stock  at  one  time.  Let  them 
make  a  little  extra  profit  on  such  lines.  The  work  is  worth  an  extra 
profit.  If  you  have  many  lots  to  move,  do  not  give  them  all  to  the 
same  salesmen,  but  scatter  them  and  place  them  with  suitable  men 
working  suitable  trade. 

Issue  a  jobbing  circular  to  brokers 'and  to  the  wholesale  trade 
offering  the  goods  at  a  low  price.    This  is  a  last  resort  measure. 

About  the  most  ineffective  and  ill  advised  way  to  push  dead  stock 
is  to  drag  a  lot  of  the  goods  into  the  salesroom,  pile  them  up,  and 
ticket  them  with  a  job  lot  price.  You  clutter  up  your  salesroom  and 
make  it  look  like  a  junk  shop.  You  expose  your  weak  situation  to 
buyers  and  they  expect  you  to  take  any  old  price  for  the  goods ;  and 
in  that  way  you  realize  less  for  the  goods  than  in  any  other  way  I 
know  of,  except  by  sending  them  to  an  auction  house  (which  is  the 
poorest  way  to  dispose  of  dead  stock  I  know  about). 

There  are  in  Indianapolis  and  in  Minneapolis,  and  probably  in 
most  large  cities,  concerns  that  conduct  what  they  designate  as  ex- 
<:hanges.  These  barter  goods  between  dealers  and  will  get  you  other 
goods  for  goods  you  are  unable  otherwise  to  dispose  of.  I  do  not 
know  what  the  value  of  their  methods  is. 


i6o  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  LXIL 

THE  LAW  AND  THE  LABEL. 

National  and  state  laws  in  relation  to  the  labeling  of  canned  foods 
and  other  package  goods  are  still  in  an  incomplete  condition.  State 
laws  in  some  instances  come  into  conflict  with  national  laws,  and 
efforts  are  now  being  made  through  various  local  and  national  com- 
mittees of  canners,  brokers  and  wholesale  grocers  to  secure  uniformity 
and  completeness  in  such  laws.  I  can,  therefore,  but  accept  the  iu 
formation  as  issued  by  the  National  Canners'  Association  from  time 
to  time  in  this  respect.  Eliminating  repetition  and  condensing  as 
much  as  possible  the  situation  at  present  is  shown  by  the  following 
documents : 

Bulletin  No.  2,  dated  June  12,  1912. 

GOVERNMENT  TOLERANCES  WHEN  WEIGHT  OR  MEASURE  IS  GIVEN. 

The  regulations  of  the  Department  of  Agriculture  promulgated  for  the 
enforcement  of  the  National  Food  and  Drugs  Act  and  at  present  in  effect  are 
with  reference  to  statement  of  weight  or  measure: 

(a)  A  statement  of  the  weight  or  measure  of  the  food  contained  in  a 
package  is  not  required.  If  any  such  statement  is  printed,  it  shall  be  a  plain 
and  correct  statement  of  the  average  net  weight  or  volume,  either  on  or 
immediately  above  or  below  the  principal  label,  and  of  the  size  of  letters 
specified  in  Regulation  17. 

(b)  A  reasonable  variation  from  the  stated  weight  for  individual 
packages  is  permissible,  provided  this  variation  is  as  often  above  as  below 
the  weight  or  volume  stated.  This  variation  shall  be  determined  by  the 
inspector  from  the  changes  in  the  humidity  of  the  atmosphere,  from  the 
exposure  of  the  package  to  evaporation  or  to  absorption  of  water,  and  from 
the  reasonable  variations  which  attend  the  filling  and  weighing  or  measuring 
of  a  package. 

With  reference  to  the  size  of  letters  specified  in  Regulation  17,  it  is  to 
be  noted  that  the  size  of  type  used  to  declare  the  information  required  by  the 
act  shall  not  be  smaller  than  8  point  (brevier)  capitals:  Provided,  That  in 
case  the  size  of  the  package  will  not  permit  the  use  of  8-point  type,  the  size 
of  the  type  may  be  reduced  proportionately. 

The  subject  of  "principal  label"  will  be  treated  at  length  in  a  succeeding 
bulletin. 

Bulletin  No.  5,  dated  July  24,  1912. 

DEFINITION  OF  BAKED  BEANS. 

In  response  to  an  inquiry  from  this  office  we  are  in  receipt  of  the  follow- 
ing letter  from  the  Board  of  Food  and  Drug  Inspection  defining  Baked  Beans: 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  i6i 


UNITED   STATES   DEPARTMENT   OF  AGRICULTURE, 
Board  of  Food  and  Drug  Inspection, 

Washington,    D.    C.,    June    13,    1912. 
MR.  FRANK  E.  GORRELL,  Secretary, 

National  Canners'  Association, 

Bel  Air,  Maryland. 
Dear  Sir:      Replying  to  your  letter  of  the  4th  instant,  I  beg  to  say  that, 
in  the  opinion  of  the  Board,  the  term  "baked  beans"  should  only  be  applied 
to  a  product  which  has  been  cooked  by  a  process  of  dry  heating  sufficient  to 
produce  the  characteristic  color  and  flavor. 

Respectfully, 

R.  E.  DOOLITTLE, 

Acting  Chairman. 
Bulletin  No.  6,  dated  August  20,  1912. 

BRANDING  OF  SOAKED  GOODS. 

In  order  to  offer  packers  of  soaked  goods,  or  of  foods  of  which  soaked 
goods  are  an  ingredient,  a  guide  in  labeling  their  product,  we  call  their  at- 
tention to  the  fact  that  this  subject  has  very  recently  been  before  the  Courts 
in  the  districts  of  Massachusetts  and  Colorado. 

In  one  case  misbranding  was  alleged  in  the  libel  for  the  reason  that  the 
label  "bore  a  statement,  design  and  device  regarding  the  ingredients  and 
substances  contained  in  the  product,  that  is  to  say,  the  word  'soaked,'  printed 
thereon  in  an  inconspicuous  manner,  which  statement,  design,  and  device 
was  false  and  misleading  in  that  it  would  lead  the  purchaser  to  believe  that 
the  product  was  other  than  what  was  known  to  the  trade  as  soaked  beans, 
whereas,  in  truth  and  in  fact,  it  consisted  of  soaked  beans." 

In  the  second  case  the  allegations  were  so  similar  to  those  above  that  it 
is  not  thought  necessary  to  quote  them. 

In  the  third  case  misbranding  was  alleged  for  the  reason  "that  the  labels 

on  the  can  containing  the  statement  ' Brand  Soaked  Peas'  and  the 

picture  of  green  peas  in  the  pod  regarding  the  cotents  of  the  cans  were 
misleading  and  deceptive,  in  that  the  word  'soaked'  was  in  such  very  small 
type  and  so  inconspicuous  and  overprinted  as  to  make  it  almost  illegible,  and 
the  labels  were  so  printed  and  arranged  as  to  mislead  and  deceive  purchasers 
into  believing  that  the  contents  of  said  cans  were  fresh  green  peas,  whereas 
in  truth  and  in  fact  thy  were  not  green  peas  at  all,  but  instead  it  was  true 
that  the  contents  of  said  cans  were  soaked  peas." 

In  each  of  the  above  cases  judgment  was  against  the  packer.  We  have 
heretofore  called  attention  to  this  matter  but  regard  the  above  judgments 
of  sufficient  importance  to  set  them  out  as  concrete  examples  of  defective 
labelling. 

WEIGHT  OF  CONTENTS. 

The  only  present  requirement  of  the  National  Food  and  Drugs  Act 
with  reference  to  the  statement  of  weight  on  the  label  is,  that  if  such  state- 
ment is  printed,  it  shall  be  a  plain  and  correct  statement  of  the  average  net 
weight  or  volume,  either  on  or  immediately  above  or  below  the  principal 
label,  and  of  the  size  of  letters  specified  in  regulation  17.  (Eight  point 
(Brevier)  capitals). 


i62  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


WEIGHT  OF  CONTENTS  2  LBS.  6  OZ. 

WEIGHT  OF  CONTENTS  16  OZ. 

PREPARED  FROM  GREEN  SUGAR  CORN  AND  SOAKED  LIMA  BEANS. 
A  number  of  packers  have  been  in  the  habit  of  stating  the  weight  of 
the  contents  as  being  between  two  given  weights,  that  is,  for  example,  stating 
it  thus:  "20-22  ozs."  In  reference  to  such  a  mode  of  statement,  the  Govern- 
ment takes  the  position  that  it  shall  be  construed  as  meaning  that  the  weight 
of  the  contents  is  the  intermediate  weight,  which  in  the  case  above  would 
be  21  ozs.,  and  unless  such  should  prove  to  be  the  average  net  weight,  the 
goods  would  be  declared  misbranded. 

It  is  well  also  to  note  the  Government's  method  of  determining  the 
average  weight  of  cans.  It  is  not,  as  understood  by  the  Government,  the 
average  weight  of  a  number  of  cans  taken  together,  but  of  such  cans  taken 
separately;  the  intention  of  this  method  being  to  determine  whether  as  many 
cans  run  over  as  below  the  stated  weight;  otherwise  the  average  is  not 
considered  in  the  TRUE  average. 

Bulletin  No.  7,  dated  September  17,  1912. 

LABELING  OF  CANNED  FOODS. 

Next  in  importance  to  the  actual  packing  of  the  foods  comes  the  proper 
labeling  of  the  package.  Though  the  law  has  been  fully  complied  with  in  the 
packing,  it  may  still  be  violated  in  the  branding.  It  is,  therefore,  pertinent 
to  inquire  what  are  the  requisites  of  a  legal  label.  These  need  not  be  many, 
although  profuse  statements  are  not  forbidden,  provided,  always,  they  are 
true.  In  fact,  truth  in  making  the  statements  appearing  on  the  label  is  the 
prime  requisite,  and  failing  that,  all  else  fails  with  it. 

The  Government  regulations  on  the  subject  are  as  follows: 
MISBRANDING. 
Regulation  17.  Label. 
(As  amended  by  F.  I.  D.  84,  January  31,  1908,  taking  effect  February 

10,  1908.) 
(Section  8.) 

(a)  The  term  "label"  applies  to  any  printed,  pictorial  or  other  matter 
upon  or  attached  to  any  package  of  a  food  or  drug  product,  or  to  any  con- 
tainer thereof  subject  to  the  provisions  of  this  act. 

(b)  The  principal  label  shall  consist,  first,  of  all  information  which 
the  Food  and  Drugs  Act,  June  30,  1906,  specifically  requires,  to  wit,  the 
name  of  the  place  of  manufacture  in  the  case  of  food  compounds  or  mixtures 
sold  under  a  distinctive  name;  statements  which  show  that  the  articles  are 
compounds,  mixtures,  or  blends;  the  words  "compound,"  "mixture,"  or 
"blend,"  and  words  designating  substances  or  their  derivatives  and  propor- 
tions required  to  be  named  in  the  case  of  food  and  drugs.  All  this  informa- 
tion shall  appear  upon  the  principal  label  and  should  have  no  intervening  de- 
scriptive or  explanatory  reading  matter.  Second,  if  the  name  of  the  manufac- 
turer and  place  of  manufacture  are  given,  they  should  also  appear  upon 
the  principal  label.  Third,  preferably  upon  the  principal  label,  in  conjunc- 
tion with  the  name  of  the  substance,  such  phrases  as  "artificially  colored," 
"colored  with  sulphate  of  copper,"  or  any  other  such  descriptive  phrases 
necessary  to  be  announced,  should  be  conspicuously  displayed.  Fourth,  else- 
where upon  the  principal  label  other  matter  may  appear  in  the  discretion  of 
the  manufacturer.  If  the  contents  are  stated  in  terms  of  weight  or  measure, 
such  statement  should  appear  upon  the  principal  label  and  must  be  couched 
in  plain  terms,  as  required  by  Regulation  29. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  163 


(c)  If  the  principal  label  is  in  a  foreign  language,  all  information  re- 
quired by  law  and  such  other  information  as  indicated  above  in  (b)  shall 
appear  upon  it  in  English.  Besides  the  principal  label  in  the  language  of 
the  country  of  production,  there  may  be  also  one  or  more  other  labels,  if 
desired,  in  other  languages;  but  none  of  them  more  prominent  than  the 
principal  label,  and  these  other  labels  must  bear  the  information  required 
by  law,  but  not  necessarily  in  English.  The  size  of  the  type  used  to  declare 
the  information  required  by  the  act  shall  not  be  smaller  than  8-point 
(brevier)  capitals:  Provided,  that  in  case  the  size  of  the  package  will  not 
permit  the  use  of  8-point  type,  the  size  of  the  type  may  be  reduced  propor- 
tionately. 

(d)  Descriptive  matter  upon  the  label  shall  be  free  from  any  statement, 
design,  or  device  regarding  the  article  or  the  ingredients  or  substances  con- 
tained therein,  or  quality  thereof,  or  place  of  origin,  which  is  false  or  mis- 
leading in  any  particular.  The  term  "design"  or  "device"  applies  to  pic- 
torial matter  of  every  description,  and  to  abbreviations,  characters  or  signs 
for   weights,   measures,   or  names   of   substances. 

(e)  An  article  containing  more  than  one  food  product  or  active  medici' 
nal  agent  is  misbranded  if  named  after  a  single  constituent. 

In  the  case  of  drugs  the  nomenclature  employed  by  the  United  States 
Pharmacopoeia  and  the  National  Formulary  shall  obtain. 

(f)  The  use  of  any  false  or  misleading  statement,  design,  or  device 
appearing  on  any  part  of  the  label  shall  not  be  justified  by  any  statement 
given  as  the  opinion  of  an  expert  or  other  person,  nor  by  any  descriptive 
matter  explaining  the  use  of  the  false  or  misleading  statement  given  as  the 
opinion  of  an  expert  or  other  person,  nor  by  any  descriptive  matter  explain- 
ing the  use  of  the  false  or  misleading  statement,  design  or  device. 

Regulation  18.     Name  and  Address  of  Manufacturer. 

(Section  8.) 

(a)  The  name  of  the  manufacturer  or  producer,  or  the  place  where 
manufactured,  except  in  case  of  mixtures  and  compounds  having  a  distinc- 
tive name,  need  not  be  given  upon  the  label,  but,  if  given,  must  be  the  true 

name  and  the  true  place.     The  words  "packed  for " 

"distributed  by ,"  or  some  equivalent  phrase  shall 

be  added  to  the  label  in  case  the  name  which  appears  upon  the  label  is  not 
that  of  the  actual  manufacturer  or  producer,  or  the  name  of  the  place  not 
the  actual  place  of  manufacture  or  production. 

(b)  When  a  person,  firm,  or  corporation  actually  manufactures  or  pro- 
duces an  article  of  food  or  drug  in  two  or  more  places,  the  actual  place  of 
manufacture  or  production  of  each  particular  package  need  not  be  stated 
on  the  label  except  when,  in  the  opinion  of  the  Secretary  of  Agriculture,  the 
mention  of  any  such  place,  to  the  exclusion  of  the  others,  misleads  the  public. 

Regulation  29.     Statement  of  Weight  or  Measure. 

(Section  8.     Third  under  "Foods.") 

(a)  A  statement  of  the  weight  or  measure  of  the  food  contained  in  a 
package  is  not  required.  If  any  statement  is  printed,  it  shall  be  a  plain  and 
correct  statement  of  the  average  net  weight  or  volume;  either  on  or  imme- 
diately above  or  below  the  principal  label,  and  of  the  size  of  letters  specified 
in  Regulation  17. 

(b)  A  reasonable  variation  from  the  stated  weight  for  individual 
packages  is  permissible,  provided  this  variation  is  as  often  above  as  below 
the  weight  or  volume  stated.     This  variation  shall  be  determined  by  the  in- 


i64  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


spector  from  the  changes  in  the  humidity  of  the  atmosphere,  from  the  ex- 
posure of  the  package  to  evaporation  or  to  absorption  of  water,  and  the 
reasonable  variations  which  attend  the  filling  and  weighing  or  measuring  of 
a  package. 

Considering  the  above  regulations  as  applied  to  the  labeling  of  canned 
foods,  it  is  first  to  be  noticed  that  the  regulations  require  certain  statements 
to  appear  upon  what  is  termed  the  "Principal  Label."  The  principal  label 
is  regarded  by  those  in  authority  as  not  the  whole  label,  but  only  that 
portion  which  is  intended  for  display  purposes,  and  which  should  bear  the 
information  required  by  Regulation  No.  17  printed  above. 

By  the  courtesy  of  the  Board  of  Food  and  Drug  Inspection  of  the  De- 
partment of  Agriculture,  we  are  permitted  to  publish  the  following  letter  on 
the  subject  "principal  label:" 

UNITED  STATES  DEPARTMENT  OP  AGRICULTURE 

BOARD  OF  FOOD  AND  DRUG  INSPECTION. 

Washington,  D.  C,  September  6,  1912. 
Mr.  Frank  E.  Gorrell, 

Secretary,  National  Canners'  Association, 
Bel  Air,  Md. 

Dear  Sir:  I  beg  to  acknowledge  the  receipt  of  your  communication  of 
August  13th,  1912,  in  which  the  question  of  the  principal  label  is  discussed 
and  certain  information  requested  by  you.  The  main  question  which  is 
presented  is  what  is  regarded  as  the  principal  label  on  cans  cylindrical  in 
shape. 

Regulation  17  of  the  rules  and  regulations  promulgated  by  the  three 
Drugs  Act  specifically  requires  shall  be  contained  on  the  principal  label.  In 
secretaries  provides,  in  part,  that  all  the  information  which  the  Food  and 
requiring  that  certain  information  should  appear  on  the  labels  of  articles 
of  foods  and  drugs.  Congress  considered  that  the  purchaser  was  entitled  to 
this  information.  It  considered  this  information  was  important  and  con- 
sequently such  information  should  appear  on  the  label  in  a  place  where  it 
will  be  conspicuous  and  attract  the  attention  of  the  purchaser. 

The  paper  bearing  the  statements  which  constitute  the  label  on  cans 
cylindrical  in  shape  is  in  some  cases  arranged  in  parts,  each  part  bearing 
statements  or  devices  appearing  on  the  other  parts.  In  nearly  every  instance 
some  one  of  the  parts  is  displayed  so  as  to  stand  out  more  prominently  than 
the  others.  In  a  case  of  this  kind,  it  is  my  opinion  that  that  portion  of  the 
paper  around  the  can  which  is  made  the  more  conspicuous,  either  by  the 
statements  or  devices  which  appear  thereon,  is  to  be  regarded  as  the  prin- 
cipal label  within  the  meaning  of  Regulation  17. 

Regarding  the  term  "principal  label,"  where  a  strip  label  on  a  cylindrical 
can  is  so  divided  as  to  form  two  prominent  labels  each  bearing  the  name  of 
the  product  prominently  displayed  so  that  either  face  may  be  used  upon  the 
shelves  of  the  grocer,  any  statement  required  by  law  or  necessary  for  the 
full  description  of  the  product  should  be  plainly  made  upon  each  of  these 
labels  and  in  conjunction  with  the  name  of  the  substance.  Of  course  what 
is  to  be  regarded  as  the  principal  label  must  depend  upon  the  facts  in  each 
particular  case. 

Respectfully, 

(Signed)      R.  E.  DOOLITTLE, 

Acting  Chairman. 

It,  theerfore,  becomes  important  to  inquire  what  information  is  required 
by  the  above  regulations  to  appear  on  the  principal  label.    It  is  the  following: 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  165 


1.  The  name  of  the  substance  or  product. 

2.  Brand  name   (if  given). 

3.  Words  which  indicate  that  the  articles  are  compounds,  mixtures 

or  blends,  and  the  word  "imitation,"  "compound,"  or  "blend," 
as  the  case  may  be. 

4.  Name  of  the  manufacturer  (if  given). 

5.  Place  of  manufacture   (if  given),  or  when  required  in  case  of 

food  mixtures  are  compounds  bearing  a  distinctive  name. 

6.  Weight  of  contents  (if  given). 

7.  Name  of  ingredient  (where  used). 

It  is  well  to  note  in  connection  with  each  of  the  above  points  the  fol- 
lowing: 

1.  NAME  OF  SUBSTANCE  OR  PRODUCT.  Such  name  should  be  the 
true  name  of  the  contents  of  the  package,  as  commonly  understood  in 
English.    (See  notice  of  Judgment  No.  163.) 

2.  BRAND  NAME.  The  requirements  with  reference  to  the  brand  are 
as  follows: 

(a)  A  simple  or  unmixed  food  (or  drug)  product  not  bearing  a  dis- 
tinctive name  should  be  designated  by  its  common  name  in  the  English 
language. 

(b)  The  use  of  geographical  names  shall  not  be  permitted  in  connec- 
tion with  a  food  (or  drug)  product  not  manufactured  or  produced  in  that 
place,  when  such  name  indicates  that  the  article  was  manufactured  or  pro- 
duced in  that  place. 

(c)  The  use  of  the  geographical  name  in  connection  with  a  food  (or 
tlrug)  product  will  not  be  deemed  a  misbranding  when,  by  reason  of  long 
usage,  it  has  come  to  represent  a  generic  term  and  is  used  to  indicate  a 
style,  type  or  brand;  but  in  all  such  cases  the  State  or  Territory  where  any 
such  article  is  manufactured  or  produced  shall  be  stated  upon  the  principal 
label. 

(d)  A  foreign  name  which  is  recognized  as  distinctive  of  a  product  of 
a  foreign  country,  shall  not  be  used  upon  any  article  of  domestic  origin, 
except  as  an  indication  of  the  type  or  style  of  quality  or  manufacture,  and 
then  only  when  so  qualified  that  it  cannot  be  offered  for  sale  under  the  name 
of  a  foreign  article.     (See  Regulation  19,  also  F.  I.  D.  No.  115). 

3.  WORDS  WHICH  INDICATE  THAT  THE  ARTICLES  ARE  COM- 
POUNDS, ETC.,  ETC.  It  is  not  deemed  necessary  to  treat  this  division  of 
the  subject,  because  of  its  remote  relation  to  the  packing  of  canned  foods. 

4.  NAME  OF  MANUFACTURER  (if  given),  and 

5.  PLACE  OF  MANUFACTURE  (if  given),  etc.,  etc.  If  the  name  of 
the  manufacturer  and  the  place  of  manufacture  be  given  they  must  be  the 
true  name  and  the  true  place.  The  law  permits  that  the  name  of  the  person, 
firm  or  corporation  for  whom  the  foods  are  manufactured  or  packed,  or  by 
whom  they  are  distributed,  may  be  given  if  preceded  by  the  words  "Prepared 
for,"  "Manufactured  for,"  "Distributed  by,"  etc.  The  phrase  "sold  by"  is 
not  satisfactory.  The  approved  phrase  shall  be  set  in  type  not  smaller  than 
8-point  (brevier)  capitals.     (See  F.  I.  D.  No.  68). 

6.  WEIGHT  OF  CONTENTS.  The  law  requires  that  the  weight  of  con- 
tents (if  given)  shall  appear  either  on  or  immediately  above  or  below  the 
principal  label,  and  be  printed  in  type  not  smaller  than  8-point  (brevier) 
capitals.      (See  Regulation  29.) 

The  statement  of  the  weight  or  measure  contained  in  a  package  is  not 
at  present  required,  but  an  amendment  to  require  the  same  was  before  Con- 


i66  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


gress  at  its  recent  session  and  was  passed  by  the  House  of  Representatives 
and  remains  on  the  calendar  for  passage  at  the  session  of  Congress  which  will 
convene  on  the  first  Monday  of  December  next  (1912).  As  at  present  pro- 
posed this  amendment  will  become  effective  upon  its  passage,  but  no  penal- 
ties shall  be  enforced  for  any  violation  of  its  provisions  as  to  domestic 
products  prepared  or  foreign  products  imported  prior  to  twelve  months  after 
its  passage.  (This  subject  was  fully  covered  by  Bulletin  No.  2  issued  by  the 
Association  on  June  12th,  1912.) 

A  number  of  different  States  now  require  a  statement  of  weight  or 
measure  to  appear  on  the  label  and  some  of  these  require  that  it  be  given  in 
pounds  and  ounces  (that  is,  for  example,  1  lb.  4  oz.  and  not  20  oz.) 

7.  NAME  OF  INGREDIENTS.  Any  statement  with  reference  to  the  in- 
gredients used  should  appear  on  the  principal  label  accompanying  the  name 
of  the  product,  without  intervening  descriptive  or  explanatory  matter,  and 
be  printed  in  type  not  smaller  than  8-point  (brevier)  capitals.  For  instance, 
in  the  preparation  of  succotash,  if  soaked  beans  and  soaked  corn  are  em- 
ployed, the  same  should  be  accompanied  by  a  declaration  of  that  fact  in 
the  manner  mentioned  above.      (See  F.  I.  D.  No.   71.) 

REQUIREMENTS  AS  TO  SIZE  OF  TYPE.  It  will  be  noted  that  certain 
of  the  matters  Which  the  law  compels  to  appear  on  the  principal  label  are 
to  be  printed  in  type  not  smaller  than  8-point  (brevier)  capitals.  For  the 
guidance  of  packers  and  label  printers  a  sample  of  that  type  is  here  shown. 

WEIGHT  OF  CONTENTS  2  LBS.  6  OUNCES. 

WEIGHT  OF  CONTENTS  16  OUNCES. 

PREPARED  FROM  GREEN  SWEET  CORN  AND  SOAKED  LIMA  BEANS. 

PACKED  BY  JOHN  DOE,  DOESVILLE,  VA. 

DISTRIBUTED  BY  RICHARD  ROE,  ROESVILLE,  MINN. 

Passing  now  from  the  consideration  of  the  "principal  label,"  it  is  to  be 
noted  that  the  Government  takes  cognizance  not  only  of  the  statements  on 
the  label,  but  of  any  design  or  device  appearing  on  any  part  of  the  label. 
These  are  permitted  so  long  as  they  are  not  false  or  misleading,  but  care 
should  be  exercised  to  see  that  they  conform  clearly  and  completely  to  the 
truth  in  every  aspect.     (See  F.  I.  D.  No.  113.) 

The  same  is  true  of  any  descriptive  matter  appearing  on  the  label — it 
must  be  wholly  true  and  without  extravagance  or  exaggeration.  Bear  in 
mind  that  the  law  forbids  all  forms  of  misrepresentation,  and  it  is  not 
sufficient  that  a  deceptive  statement,  design  or  device  should  be  allowed  to 
remain  on  one  portion  of  the  label  with  a  corrective  statement  upon  another 
portion  of  the  label.     (F.  I.  D.  No.  113,  also  F.  L  D.  No.  68.) 

In  this  connection,  it  should  be  noted  that  all  substances  when  named 
upon  the  label  should  be  given  the  distinctive  name  by  which  they  are  known, 
in  the  trade.  For  instance,  where  soaked  beans  or  corn  are  used  for  any  pur- 
pose, the  adjective  "soaked"  should  be  used  in  defining  such  product  and 
not  the  word  "dried." 

(Opinion  on  request  of  Board  of  Food  and  Drug  Inspection.) 

GUARANTY.  The  Government  permits  and  has  provided  a  general 
guaranty.  The  packer  may  file  his  general  guaranty  with  the  Secretary  of 
Agriculture  and  have  issued  to  him  a  serial  number  and  so  become  entitled 
to  use  the  serial  number  guaranty.  When  such  guaranty  is  used  the  serial 
number  should  appear  in  connection  with  and  preferably  before  the  guar- 
anty legend,  which  legend  should  read  as  follows:  "Guaranteed  by  (here  in- 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  167 


sert  name  of  guarantor)  under  the  Food  and  Drugs  Act,  June  30,  1906." 
(See  F.  I.  D.  Nos.  20  and  99,  also  opinion  on  request  of  Board  of  Food  and 
Drug  Inspection,  also  F.  I.  D.  No.  72.) 

Regulation  18  provides  that  if  the  name  of  the  manufacturer  and  the 
place  of  manufacture  be  given,  they  must  be  the  true  name  and  the  true 
place.  It  would  appear,  therefore,  that  the  use  of  a  fictitious  name  in  such 
a  manner  that  it  would  be  understood  to  be  the  name  of  the  manufacturer 
would  be  clearly  a  violation  of  Regulation  18.  It  is  apparent  that  the  pro- 
visions of  Regulation  18  will  not  be  fulfilled  by  the  nominal  incorporation  of 
a  fictitious  firm.  The  regulations  require  that  the  foods  must  be  actually 
manufactured  by  the  firm  represented  on  the  label  as  the  manufacturer. 
This  is  the  construction  put  upon  Regulation  18  by  the  Board  of  Food  and 
Drug  Inspection.  (See  F.  I.  D.  No.  46.) 

Summing  up  the  aforegoing  it  is  plain  that  the  whole  spirit  and  intent 
of  the  law  and  the  regulations  for  its  enforcement  are  to  require  and  compel 
the  label  to  speak  nothing  but  what  is  absolutely  true  and  to  convey  no 
impression  that  may  be  false  or  misleading,  and  to  require  that  the  several 
matters  mentioned  in  said  regulations  shall  be  arranged  in  the  position  and 
printed  with  the  size  of  type  set  forth  in  said  regulations  in  order  that  they 
may  plainly  and  conspicuously  appear. 

An  amendment  to  the  Act  of  June  30th,  1906,  known  as  the  Pure 
Food  and  Drugs  Act,  was  passed  by  Congress  March  1st,  1913,  and 
is  as  follows : 

AN  ACT.  To  amend  section  eight  of  an  Act  entitled  "An  Act  for  pre- 
venting the  manufacture,  sale,  or  transportation  of  adulterated  or  mis- 
branded  or  poisonous  or  deleterious  foods,  drugs,  medicines  and  liquors  and 
for  regulating  traffic  therein,  and  for  other  purposes,"  approved  June  thir- 
tieth, nineteen  hundred  and  six. 

Be  it  enacted  by  the  Senate  and  House  of  Representatives  of  the  United 
States  of  America  in  Congress  assembled. 

That  section  eight  of  an  Act  entitled  "An  Act  for  preventing  the  manu- 
facture, sale,  or  transportation  of  adulterated  or  misbranded  or  poisonous  or 
deleterious  foods,  drugs,  medicines  and  liquors,  and  for  regulating  trafiic 
therein,  and  for  other  purposes,"  approved  June  thirtieth,  nineteen  hundred 
and  six,  be,  and  the  same  is  hereby  amended  by  striking  out  the  words 
"Third.  If  in  package  form,  and  the  contents  are  stated  in  terms  of  weight 
or  measure,  they  are  not  plainly  and  correctly  stated  on  the  outside  of  the 
package,"  and  inserting  in  lieu  thereof  the  following: 

"Third.  If  in  package  form,  the  quantity  of  the  contents  be  not  plainly 
and  conspicuously  marked  on  the  outside  of  the  package  in  terms  of  weight, 
measure,  or  numerical  count:  Provided,  however.  That  reasonable  varia- 
tions shall  be  permitted,  and  tolerances  and  also  exemptions  as  to  small 
packages  shall  be  established  by  rules  and  regulations  made  in  accordance 
with  the  provisions  of  section  3  of  this  Act. 

Sec.  2.  This  Act  shall  take  effect  and  be  in  force  from  and  after  its 
passage:  Provided,  however,  That  no  penalty  of  fine,  imprisonment  or  con- 
fiscation shall  be  enforced  for  any  violation  of  its  provisions  as  to  domestic 
products  produced  or  foreign  products  imported  prior  to  eighteen  months 
after  its  passage. 


i68  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

Bulletin  No.  12,  dated  April  26,  1913. 

SOAKED    PEAS    AND   SUCCOTASH. 

The  Board  of  Food  and  Drug  Inspection,  after  very  thorough  study  of 
the  subject,  determined  that  the  proper  labeling  of  the  product  heretofore 
designated  as  "soaked  peas"  is  "soaked  dried  peas"  or  "soaked  ripe  peas,"  as 
the  case  may  be.  The  Board  is  of  the  opinion  that  the  terms  "dried  peas" 
and  "ripe  peas"  are  not  proper  designations  for  these  products,  inasmuch 
as  they  are  the  name  of  other  definite  substances.  However,  the  Board 
has  expressed  the  further  opinion  that  it  is  very  doubtful  if  any  objections 
could  be  raised  to  the  designation  of  these  products,  as  "Peas,  prepared  from 
dried  peas,"  or  "Peas,  prepared  from  ripe  peas,"  as  the  case  may  be,  provided 
the  modifying  phrase,  "Prepared  from  dried  (or  ripe)  peas"  be  plainly 
stated  in  immediate  connection  with  the  word  "peas,"  whole  phrase  thus 
forming  the  name  of  the  product.  The  Board  also  adopts  the  understanding 
of  the  trade  as  to  the  difference  between  dried  and  ripe  peas,  the  former 
being  the  peas  gathered  in  the  succulent  state  and  dried,  and  the  latter  being 
those  which  have  ripened  on  the  vine. 

In  view  of  the  above  expression,  the  secretary's  office  addressed  an 
inquiry  to  the  Board  to  learn  its  attitude  with  reference  to  the  labelling  of 
succotash,  and  has  a  reply  to  the  effect  that  the  same  principle  has  been 
applied  by  the  Board  to  ripe  lima  beans  used  in  the  preparation  of  succotash, 
it  having  been  held  that  the  product  might  properly  be  branded  "Prepared 
from  green  corn  and  dried  lima  beans,"  plainly  stated  in  immediate  connec- 
tion with  the  word  "Succotash." 

Bulletin  No.  12,  April  26,  1913. 

PETIT  POIS. 

By  a  recent  ruling  of  the  National  Board  of  Food  and  Drug  Inspection, 
it  is  now  permissible  to  use  on  the  label  of  cans  the  term  "American  Petit 
Pois"  in  labeling  peas  of  the  proper  grade. 

Bulletin  No.  12,  April  26,  1913. 

AS  TO  STENCILING  CASES. 

Sometime  since  we  received  a  letter  from  a  member  of  the  Association 
enclosing  one  from  a  large  wholesale  grocery  house  asking  whether,  in  the 
opinion  of  our  counsel,  it  was  necessary  to  stencil  cases  of  canned  foods  so  as 
to  show  the  weight  of  the  contents. 

This  matter  was  referred  to  our  attorney.  He  handed  in  an  opinion 
based  upon  the  Federal  Pure  Food  and  Drugs  Act,  the  regulations  promul- 
gated for  the  enforcement  of  that  act,  and  the  decisions  of  the  courts  upon 
questions  having  relation  to  the  one  propounded.  We  believe  the  matter  is 
of  sufficient  importance  to  justify  publication  of  the  opinion  in  full,  and  the 
same  is  here  appended: 

"The  question  raised  by  these  letters  is  the  necessity  or  not  of  showing 
the  weight  upon  the  cases  containing  canned  foods. 

"Considering  this  question  in  the  light  of  the  recent  amendment  to  the 
National  Pure  Food  and  Drugs  Act  of  June  30th,  1906,  and  the  laws  of  the 
several  States  now  in  force  on  the  subject  of  labelling  canned  foods,  I  would 
say  as  follows: 

"1.  The  amendment  to  the  National  Law  above  referred  to  provides 
that  an  article  shall  be  deemed  to  be  misbranded  when  "if  in  package  form 
the  quantity  of  the  contents  be  not  plainly  and  conspicuously  marked  on  the 
outside  of  the  package  in  terms  of  weight,  measure  or  numerical  count: 
Provided,  however,  that  reasonable  variations  shall  be  permitted,  and  tol- 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  169 


erances  and  also  exemptions  as  to  small  packages  shall  be  established  by 
rules  and  regulations  made  in  accordance  with  the  provision  of  section  three 
of  this  Act." 

2.  The  above  amendment  is  now  in  force,  although  by  its  terms  no 
penalty  of  fine,  imprisonment  or  confiscation  shall  be  enforced  for  any  vio- 
lation of  its  provisions  as  to  domestic  products  prepared  or  foreign  products 
imported  prior  to  eighteen  months  after  its  passage,  and  the  date  of  its 
passage  was  March  3,  1913.  I  take  it,  however,  that  the  Messrs.  Stevens  wish 
to  be  informed  as  to  the  proper  method  of  labelling  under  the  above  amend- 
ment, so  that  they  may  make  provision  to  meet  its  terms  fully. 

Regulation  No.  2  for  the  enforcement  of  the  Food  and  Drugs  Act  de- 
clares: 

"The  term  'original  unbroken  package'  as  used  in  this  Act  is 
the  original  package,  carton,  case,  can,  box,  barrel,  bottle,  phial  or 
other  receptacle  put  up  by  the  manufacturer,  to  which  the  label  is 
attached,  OR  WHICH  MAY  BE  SUITABLE  FOR  THE  ATTACH- 
MENT OF  A  LABEL,  making  one  complete  package  of  the  food  or 
drug  article.  The  original  package  contemplated  includes  both 
the  wholesale  and  retail  package." 

3.  "From  the  above  regulation  it  appears  that  by  'package'  is  under- 
stood any  receptacle  put  up  by  the  manufacturer  to  which  the  label  is  at- 
tached, or  which  may  be  suitable  for  the  attachment  of  a  label,  and  includes 
both  the  wholesale  and  the  retail  package.  It  is  true  that  the  above  regula- 
tion was  promulgated  before  the  enactment  of  the  above  amendment,  and 
while  there  was  no  requirement  of  the  National  law  with  reference  to  a  state- 
ment of  the  weight  of  contents  on  the  label  other  than,  if  such  statement 
were  made,  it  should  be  a  true  statement,  yet  it  shows  clearly  how  similar 
words  now  found  in  the  amendment  were  construed,  and  hence,  how  they 
are  likely  to  be  construed  again.  In  practical  operation,  then,  it  is  more 
than  likely  that  the  department  will  construe  the  amendment  as  indicated  by 
the  regulation  above  quoted,  will  require  that  all  package  goods  shall  be 
labelled,  and  will  hold  that  the  word  'package'  is  sufficienty  broad  to  include 
the  case  which  holds  the  can  as  well  as  the  can  itself. 

"Upon  the  whole,  then,  I  would  advise  that  all  cases  of  canned  foods 
be  so  stencilled  as  to  show  thereon  the  contents  in  terms  of  weight  per  can. 
For  instance,  "2  dozen  (2  lbs.  8  oz.  each)  No.  3  Cans."  Of  course,  it  is  to  be 
understood  that  the  principal  label  upon  each  can  will  make  a  like  state- 
ment. 

"A  number  of  the  States  also  require  a  statement  of  the  weight  of  con- 
tents, and  from  a  reading  of  the  laws  of  the  several  States  now  in  force  on 
that  subject,  I  believe  the  method  of  stencilling  the  cases,  as  above  indicated, 
would  meet  the  requirements  of  those  laws." 

QUERY  BY  LEE. 

Would  not  the  pasting  of  one  or  two  case  labels  across  one  end 
of  the  cases  comply  with  the  regulations  and  the  law?  Then  the 
stencil  "2  doz.  No.  2  cans,"  as  heretofore,  with  can  labels  herewith, 
which  can  labels  have  printed  on  them  all  legal  requirements,  would 
seem  to  comply  with  all  the  conditions  named.  The  vignette  or  pic- 
ture would  characterize  the  article  in  the  can  as  well  as  the  words 
designating  the   grade,   the   weight,   the   canner   or   distributor,   the 


lyo  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


locality  where  packed,  etc.  This  would  simplify  labeling  very  much 
and,  so  far  as  I  can  perceive,  would  be  in  absolute  compliance  with 
the  spirit  and  the  letter  of  the  law. 

Bulletin  No.  14,  May  23,  1913. 

LABELLING  AS  DISTRIBUTORS. 

Since  the  publication  of  Bulletin  No.  12,  a  great  many  inquiries  have 
been  received  in  reference  to  the  use  of  the  word  "distributor"  by  the  packer 
upon  his  own  goods,  and  as  a  matter  of  general  information  we  publish  the 
recent  opinion  of  our  counsel,  as  follows: 

"The  question  asked  is  whether  it  is  proper  to  label  all  goods  sold  by 
you,  including  those  packed  by  your  own  company,  as  well  as  those  packed 
on  your  order,  or  purchased  by  you  from  other  packers,  as  "distributed  by 

"     I  am  of  the  opinion  that  such  labeling  would  be 

entirely  proper.  This  is  not  in  conflict  with  the  view  expressed  in  Bulletin 
No.  12,  for  there  the  question  was  whether  a  certain  canning  company  could 
use  a  label  bearing  its  own  name  as  "packers  and  distributors"  upon  all 
goods  put  out  by  them,  including  those  packed  by  the  company  and  those 
it  purchased.  My  reply  was  that  it  could  not  legally  do  so,  because  such 
labeling  wolud  indicate  that  the  company  PACKED  AND  distributed  all  the 
goods  bearing  that  label,  when  in  fact  a  part  of  the  goods  were  to  be  pur- 
chased  from   others." 

THE  PRINCIPAL  LABEL. 

Correspondence  set  forth  in  this  bulletin  between  F.  E.  Gorrell, 
secretary  National  Canners'  Association,  and  the  Board  of  Food  and 
Drug  Inspection  of  the  National  Agricultural  Department,  goes  to 
show  that: 

The  government  does  not  require  that  the  canned  foods'  label  shall  be 
separated  into  parts,  one  of  which,  in  virtue  of  the  arrangement  of  the  mat- 
ter thereon,  becomes  the  principal  label;  but  if  the  packer  himself,  by  such 
arrangement  constitutes  a  part  of  his  label  the  principal  label,  then  Regula- 
tion 17  applies  with  full  force.  That  is  to  say,  if  the  packer  should  so  ar- 
range the  matter  of  his  label  as  to  make  one  portion  thereof  unjustly  promi- 
nent, so  that  it  would  attract  and  hold  attention  to  the  exclusion  of  the  other 
parts  of  the  label,  then  upon  such  most  prominent  part  of  the  label  should 
appear  the  statements  required  by  Regulation  17;  but,  so  long  as  no  one 
part  of  the  label  is  especially  prominent,  any  part  of  the  label  is  permitted 
to  contain  the  statements  required  under  the  regulation,  provided  they  are 
plainly  and  conspicuously  set  forth. 

Attention  is  called  to  that  part  of  Secretary  Galloway's  letter  which  says: 
"The  Board,  however,  does  take  exception  to  a  label  of  the  nature  of  No.  3, 
where  a  statement  that  the  product  is  packed  with  juice  from  trimmings  is 
made  IN  AN  INCONSPICUOUS  MANNER,  not  connected  with  the  name  of 
the  material.  In  the  opinion  of  the  Board,  whenever  it  is  necessary  to  make 
a  qualifying  statement  upon  the  label  regarding  a  product,  that  qualifying 
statement  must  directly  modify  the  name  of  the  product  itself. 

It  is  important  to  bear  in  mind  that  any  such  qualifying  statement  should 
be  made  with  such  prominence  and  distinctness  as  to  be  at  once  evident  to  the 
purchaser.  Such  statement  should  be  as  terse  as  possible  and  not  accom- 
panied by  unnecessary  verbiage  nor  by  any  arrangement  of  matter  which 
would  conceal  its  true  meaning. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  171 


We  think  the  attitude  of  the  Government  as  shown  by  the  letters  above 
quoted  is  a  reasonable  and  consistent  application  of  the  regulations  for  the 
branding  of  canned  foods,  and  that  it  should  be  easy  of  comprehension  by  all 
concerned. 

It  is  thus  left  with  the  packer  to  so  arrange  the  matter  on  his  label  as 
to  fully  meet  the  requirements  of  law,  without  compelling  him  to  group  all 
necessary  statements  upon  a  single  portion  of  the  label;  but,  in  doing  this, 
he  must  act  with  due  regard  to  the  effect  of  such  arrangement,  and  not 
render  inconspicuous  or  obscure  such  statements  as  are  required  to  be  plainly 
and  conspicuously  set  forth. 

This  is  consistent  with  the  whole  intent  of  the  law,  that  no  deception  is 
permitted  in  the  branding  of  food  products,  and  so  long  as  the  label  con- 
tains the  proper  statements  truly  and  fairly  set  forth,  no  objection  will  be 
urged  against  it. 

At  the  same  time  the  packer  must  exercise  every  possible  care  that 
neither  the  whole  label  or  any  part  of  it  is  in  any  way  misleading. 


CHAPTER  LXIIL 

NATIONAL  AND  STATE  WEIGHT  AND  LABELING  LAWS. 
Bulletin  No.  17,  August  16,  1913. 

WEIGHT  OR  MEASURE  BRANDING  LAWS. 

In  order  that  the  members  of  the  Association  may  be  advised  with 
reference  to  compulsory  weight  or  measure  branding  laws  which  have  been 
enacted,  so  far  as  the  same  apply  to  canned  foods,  and  the  dates  when  the 
same  become  effective,  we  append  the  following  summary: 

NATIONAL 

The  amendment  of  March  3,  1913,  to  the  food  and  drugs  act  of  June 
SOtn,  1906,  provides  that  food  in  package  form  must  he  labeled  to  show  the 
quantity  of  contents  in  terms  of  weight,  measure  or  numerical  count.  The 
regulations  for  the  enforcement  of  this  amendment  are  now  being  for- 
mulated. 

This  law  does  not  apply  to  domestic  products  prepared  or  foreign 
products  imported  prior  to  September  3,  1914. 

CALIFORNIA. 

The  Act  of  1913,  Chap.  167,  provides  that  all  food  products  sold  in  a 
container  must  be  labeled  to  show  the  weight,  measure  or  numerical  count 
of  contents.  The  law  defines  a  container  to  be  the  receptacle  in  which  the 
commodity  is  packed  for  sale  or  exposed  for  sale.  Designation  shall  be  in 
weight,  measure  or  count,  as  is  most  feasible  according  to  the  character  of 
the  product:  If  by  weight,  it  must  be  in  terms  of  pounds,  ounces  or  frac- 
tions avoirdupois;  if  by  liquid  measure,  in  terms  of  gallons,  quarts,  pints  or 
fractions  thereof;  if  by  solid  measure,  in  terms  of  bushels,  pecks,  quarts  or 
fractions  thereof;  and  if  by  count,  the  same  shall  be  expressed  in  English 
words  of  Arabic  numerals.  In  stating  the  contents,  one  of  the  following 
phrases  shall  appear:  "Net  Contents,"  "Net  Weight,"  "Net  Measure,"  or 
"Net  Count."  Unavoidable  discrepancies  are  not  to  be  held  a  violation  of 
the  Act;  nor  is  it  a  violation,  if  there  is  a  discrepancy,  provided  the  seller  of 
the  article  purchased  the  container  in  good  faith,  relying  upon  the  statement 


T72  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


of  the  contents  in  the  container,  provided,  further,  that  the  name  of  the 
packer,  manufacturer,  wholesaler  or  jobber  appears  upon  the  container. 
This  law  takes  effect  April  1st,  1914. 

CONNECTICUT. 

The  Connecticut  law  now  in  effect  requires  all  food  products  in  package 
form,  except  confectionery  and  shelled  nuts,  sold  for  10  cents  or  less,  to  be 
labeled  to  show  the  weight,  measure  or  numerical  count,  with  allowance  for 
reasonable  variations,  under  rules  and  regulations  made  from  time  to  time 
by  the  dairy  and  food  commissioner  and  the  director  of  the  Connecticut  ex- 
periment station. 

This  law  is  now  in  effect,  and  by  a  ruling  of  the  courts  the  term  "pack- 
age" has  been  construed  to  cover  such  things  as  cases  of  bottles.  Therefore, 
under  the  Connecticut  law,  canned  foods  designated  for  sale  in  that  State 
should  be  marked  or  stenciled  in  a  way  to  show  the  net  contents  of  the  cans 
enclosed. 

FLORIDA. 

Under  the  law  now  in  effect  it  is  necessary  to  state  the  weight,  measure 
or  numerical  count  of  contents  on  all  food  products  sold  in  package  form. 
Reasonable  variations  are  permitted.  The  regulations  provide  that  the  net 
weight  shall  be  stated  in  pounds  or  ounces,  avoirdupois,  and  that  the  net 
measure  shall  be  stated  in  United  States  standard  gallons,  quarts  or  fluid 
ounces.  Packages  containing  more  than  a  pound  shall  state  the  weight  in 
pounds  and  ounces;  weights  less  than  a  pound  shall  be  stated  in  ounces.  It 
is  not  permissible  to  state  a  pound  or  more  in  ounces,  or  one  quart  or  more 
in  fluid  ounces. 

IOWA. 

The  act  taking  effect  September  3,  1914,  requires  that  food  products  in 
package  form  shall  be  labeled  to  show  the  weight,  measure  or  numerical 
count  of  contents.     Reasonable  variations  are  permitted. 

MAINE. 

Under  the  Maine  law  canned  foods  must  be  labeled  to  show  the  quan- 
tity of  contents  in  terms  of  weight,  measure  or  numerical  count.  Reasonable 
variations  are  permitted.  The  law  does  not  apply  to  articles  purchased  prior 
to  January  1st,  1914. 

MICHIGAN. 

Food  products  in  package  form  are  required  to  bear  upon  the  principal 
label  a  statement  of  the  true  net  weight  in  terms  of  pounds,  ounces  and 
grains  avoirdupois,  or  true  net  measure,  in  terms  of  gallons  of  231  cubic 
inches  or  fractions  thereof,  and  quarts,  pints  and  gills,  or  true  numerical 
count.  Reasonable  variations  are  permitted.  Goods  received  by  wholesalers 
or  retailers  on  or  before  January  1st,  1914,  were  exempt  until  September  1st, 
1914. 

MONTANA. 

All  commodities,  including  food  products  in  package  or  container  when 
sold  or  offered  for  sale,  must  be  labeled  with  a  correct  statement  of  the 
weight,  measure  or  numerical  count.  In  determining  whether  or  not  the 
correct  weight  is  stated,  the  usual  leakage,  evaporation  or  waste  shall  be 
taken  into  consideration.  A  variation  of  3  per  cent,  from  the  stated  weight 
is  allowed,  provided  the  variation  is  as  often  above  as  below  the  weight 
stated. 

These  provisions  took  effect  January  1st,  1914. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  173 


NEBRASKA. 

Beginning  March  4,  1914,  ALL  FOOD  PRODUCTS  IN  PACKAGE  FORM 
must  be  labeled  to  show  the  weight,  measure  or  numerical  count  of  the 
contents.  AT  PRESENT,  the  weight,  measure  or  numerical  count  must  be 
stated  upon  a  number  of  articles,  including  dried  fruits.  Reasonable  varia- 
tions are  permitted  with  the  same  proviso  as  in  the  Montana  law.  Pack- 
ages put  up  by  the  retailer  and  packages  in  the  hands  of  the  retailer  at  the 
time  the  act  took  effect,  April  14,  1913,  are  expressly  exempted  by  statute. 

NEVADA. 

All  commodities  in  package  form,  including  food  products,  must  be 
labeled  with  the  weight,  measure  or  numerical  count  of  the  contents.  A 
slight  variation  is  permissible,  when  the  same  is  as  often  above  as  below  the 
weight  stated,  and  the  ordinary  evaporation,  leakage  or  waste  shall  be  con- 
sidered in  determining  whether  or  not  the  statement  of  weight  is  true. 

This  law  is  now  in  effect. 

NEW    HAMPSHIRE. 

The  Act  taking  effect  November  22,  1914,  requires  all  food  products  in 
package  form  to  be  labeled  to  show  the  weight,  measure  or  numerical  count 
of  contents.     Reasonable  variations  are  permitted. 

NEW  YORK. 

All  commodities  sold  in  containers  must  be  labeled  to  show  the  weight, 
measure  or  numerical  count.  Reasonable  variations  are  permitted.  The 
size  of  type  to  be  used  in  marking  the  weight  is  prescribed  by  regulation,  as 
follows:  "In  type  at  least  one-ninth  inch  in  height  where  the  weight  of  con- 
tents is  in  one-quarter  pound,  one-half  pounds,  or  multiples  of  one-half 
pound;  otherwise  in  type  at  least  three-sixteenths  of  an  inch  in  height."  The 
statute  does  not  apply  to  commodities  packed  prior  to  February  1,  1914. 

NORTH  DAKOTA. 

All  food  products  in  packages  must  be  labeled  with  the  weight.    Reason- 
able variations   are  permitted. 
The  law  is  now  in  effect. 

OREGON. 

Food  products  in  package  form  must  be  labeled  to  show  the  weight, 
measure  or  numerical  count.  Variations  are  permitted.  The  statute  takes 
effect  July  1st,  1914. 

PENNSYLVANIA. 

The  law  approved  by  the  governor  about  July  24th,  1913,  provides  that 
every  commodity  or  article  of  food  packed  in  containers  of  any  description 
shall  bear  a  plainly  legible  statement  of  the  net  weight,  measure  or  numer- 
ical count  of  the  contents  or  of  the  net  volume  thereof,  and  the  name  and 
address  of  the  manufacturer,  producer  or  distributor.  Reasonable  varia- 
tions, to  be  established  by  the  chief  of  the  Bureau  of  Standards,  are  per- 
mitted. 

The  act  becomes  effective  eighteen  months  after  its  approval. 

SOUTH  DAKOTA. 

The  law  now  in  effect  provides  that  all  food  products  sold  in  package 
form,  bottle  or  container,  must  be  labeled  to  show  the  weight,  measure  or 
numerical   count.      Variations   are  permitted. 


174  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


UTAH. 

All  food  products  in  packages  must  be  labeled  with  the  weight,  measure 
or  numerical  count.  Reasonable  variations  are  permitted.  This  law  was 
passed  in  1913  to  take  immediate  effect.  Time  is  being  allowed  to  dispose 
of  goods  on  hand,  but  no  announcement  has  been  made  as  to  the  limit  of 
such  permission.  All  goods  shipped  into  this  State  should  be  immediately 
labeled  in  order  to  comply  with  the  statue,  and  goods  on  hand  should  be 
disposed  of  as  rapidly  as  possible. 

WISCONSIN. 

Foods  in  package  form  must  be  labeled  to  show  the  weight,  measure  or 
numerical  count.  Reasonable  variations  are  permitted.  This  act  takes 
effect  September  3rd,  1914. 

WYOMING. 

Food  products  in  package  form  must  be  labeled  with  the  weight, 
measure  or  numerical  count.  Reasonable  variations  are  permitted.  The  act 
is  now  in  effect. 

CHAPTER  LXIV. 

ARBITRATION. 

Bulletin  No.  3,  July  1,  1912.  Issued  by  authority  of  the  executive  com- 
mittee of  the  National  Canners'  Association. 

NATIONAL  UNIFORM  PLAN  OF  ARBITRATION. 

Ratified  by  the  National  Canners'  Association  and  by  the  National  Wholesale 

Grocers'   Association  and  by  the  Board  of  Directors  of   the 

National   Canned   Goods   and   Dried  Fruit 

Brokers'  Association. 

ARBITRATION  CLAUSE. 

All  disputes  arising  under  this  contract  to  be  arbitrated  in  the  usual 
manner,  unless  there  is  a  regular  Arbitration  Board  appointed  by  the  Na- 
tional Wholesale  Grocers'  Association  and  the  National  Canned  Foods  and 
Dried  Fruit  Brokers'  Association  and  endorsed  by  the  National  Canners'  As- 
sociation, for  the  district  in  which  the  dispute  arises,  and  then  by  three 
members  of  such  Arbitration  Board.  The  decision  of  the  Arbitrators  to  be 
final  and  binding.  Each  Arbitrator  to  be  paid  five  ($5.00)  dollars  and 
necessary  expenses.     Cost  of  the  arbitration  to  be  paid  by  loser. 

AN  AGREEMENT. 

We,  the  undersigned,  hereby  covenant  and  agree  to  submit  to,  and  do 
voluntarily  submit  to  the  Arbitration  Committee  appointed  by  the  National 
Wholesale  Grocers'  Association,  the  National  Canned  Foods  and  Dried  Fruit 
Brokers'  Association,  and  endorsed  by  the  National  Canners'  Association  in 

the  city  of ,  for  its  consideration  and  adjudication,  a  controversy 

now  existing  between  us  in  regard  to  and  we  hereby  covenant  and  agree 
to  and  with  each  other  to  abide  by  such  decision  as  the  said  committee  may 
render  in  the  premises,  and  hereby  authorize  and  empower  the  said  com- 
mittee to  determine  whatever  allowance,  in  their  opinion,  should  be  awarded. 
(It  is  understood  that  the  preceding  allowance  clause  is  optional  with  the 
parties  interested.     This  option,  however,  must  be  exercised  before  the  ar- 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  175 


bitration  takes  place).  And  we  further  agree  that  the  findings  of  this 
committee  shall  be  as  binding  upon  us,  our  heirs,  administrators,  executors, 
successors  or  assigns,  as  would  be  a  decision  of  the  court  of  last  resort  of 

the  State  of . 

(This  agreement  to  be  oflacially  signed  and  witnessed  before  a  public 
officer. ) 

DETAILED  MANAGEMENT  REGARDING  AN  ARBITRATION. 

When  a  dispute  arises  for  arbitration  the  parties  thereto  shall  advise  the 
Chairman  of  the  Arbitration  Board  for  the  district  in  which  the  dispute  takes 
place.  The  Chairman  of  the  Arbitration  Board  shall  then  appoint  a  com- 
mittee of  three  (3)  members  of  said  Board,  of  which  he  may  be  one,  to 
take  up  the  case  and  decide  it  under  the  adopted  AGREEMENT.  The  said 
committee  shall  embody  their  decision  in  a  written  paper,  which  shall  be 
signed  by  each  Arbitrator. 

The  chairman  shall  then  announce  the  decision  of  the  committee  and 
shall  collect  the  five  dollars  ($5.00)  and  necessary  expenses  for  each  Arbitra- 
tor from  the  loser,  or  his  representative,  and  pay  over  to  each  Arbitrator 
his  share  of  same. 

BOARDS  OF  ARBITRATION 

Appointed  by  the 
National  Wholesale  Grocers'  Association  and  the  National  Canned 
Goods  and  Dried  Fruit  Brokers'  Association.  '. 

as  endorsed  by  the 

NATIONAL  CANNERS'  ASSOCIATION 
In  Connection  With  the  National  Uniform  Plan  of  Arbitration. 

BOSTON,  MASS. 
National  Wholesale  Grocers'  Association. 

George  B.  Wason,  Chairman The  Wason  Co. 

Austin  L.  Baker Eldridge,  Baker  &  Co. 

Frank  Bott The  Twitchell-Champlin  Co.,  Portland 

National  C.  G.  &  D.  F.  Brokers'  Association. 

John    Chany 

Frank  B.  Priest The  J.  K.  Armsby  Co. 

W.  R.  Conover Clemmer  &  Conover 

CHICAGO,  ILL. 
National  Wholesale  Grocers'  Association. 

Robert  J.  Roulston,  Chairman McNeill  &  TTiggins  Co. 

W.  E.  Stearns Reid,  Murdoch  &  Co. 

C.  H.  Wilcox Sprague,  Warner  &  Co. 

National  C.  G.  &  D.  F.  Brokers'  Association. 

W.  H.  Nicholls W.  H.  Nicholls  &  Co. 

T.  J.  O'Bryne T.  J.  O'Bryne  &  Co. 

Henry    Colberg 


176  Boards  of  Arbitration — Continued. 


CINCINNATI,  OHIO. 

National  Grocers'  Association. 

R.  B.  Henley,  Chairman R.  B.  Henley  &  Co. 

H.  J.  Esterman Esterman-Verkamp-Murphy  Co. 

Edwaid   Flach Flach   Bros.   Grocery  Co. 

National  Brokers'  Association. 

Ed.  T.  Klum Ed.  T.  Klum 

H.  B.  Perlee H.  B.  Perlee  Brokerage  Co. 

W.  R.  Chace \\  .  R.  Chace 

CLEVELAND,  OHIO. 

National  Grocers'  Association. 

Lyman  F.  Narten,  Chairman The  Weidman  Co. 

Frank  C.  Wagner Higgins-Babcock-Hurd  Co. 

George  A.  Jones The  William  Edwards  Co. 

National  Brokers'  Association. 

B.  W.  Housum The  Housum-  Grace  Co. 

A.  G.  Gibson A.  G.  Gibson  &  Co. 

Paul  E.  Kroehle Paul  E.  Kroehle  Co. 

DENVER,  COLO. 

National  Wholesale  Grocers'  Association. 

Charles  Hatfield,  Chairman The  C.  S.  Morey  Merc.  Co. 

C.  E.  Cowell The  Struby-Estabrook  Merc.  Co. 

P.  S.  Hessler The  P.  S.  Hessler  Merc.  Co. 

National  C.  G.  &  D.  F.  Brokers'  Association. 

W.  S.  Hurd C.  R.  Hurd  Brokerage  Co. 

A.  J.  Nicholls A.  J.  Nicholls  Co. 

W.  N.  W.  Blayney 

DETROIT,  MICH. 

National  Grocers'  Association. 
S.  J.  Campbell,  Chairman Lee  &  Cady 

E.  A.  Elliott C.  Elliott  &  Co. 

Matthew  Hannon Michigan  Grocery  Co. 

National  Brokers'  Association. 

F.  E.  Bowen Floyd  E.  Bowen  &  Co. 

James  Baldwin Baldwin  &  Squier 

Herbert  Smith F.  B.  Neuhoff  Co. 

INDIANAPOLIS,  IND. 
National  Grocers'  Association. 

Ames  W.  Reagen,  Chairman J.  C.  Perry  &  Co. 

John  C.  Smith Indianapolis  Fancy  Grocery  Co. 

Roy  L.  Davidson M.  O'Connor  &  Co. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  177 


Boards  of  Arbitration — Continued. 

National  Brokers'  Association. 

Eugene  Larger Bunning-Larger  Co. 

Harry  A.  Angell Harry  C.  Gilbert  Co. 

Frederick  Wingate  Frederick  Wingate 

JACKSONVILLE,  FLA. 

National  Grocers'  Association. 

John  Ball,  Chairman Consolidated  Grocery  Co. 

C.  W.  Bartleson W.  C.  Bartleson  Co. 

H.  C.  Van  Horn Baker  &  Holmes  Co. 

National  Brokers'  Association. 
To  be  appointed  later. 

KANSAS  CITY,  MO. 
National  Wholesale  Grocers'  Association. 

J.  C.  Lester,  Chairman The  Ridenour-Baker  Grocer  Co. 

O.  V.  Wilson The  Ryley-Wilson  Grocery  Co. 

F.  C.  Johnson The  Kawmo  Wholesale  Grocery  Co. 

National  C.  G.  &  D.  F.  Brokers'  Association 

Henry  Flarsheim Seavey  &  Flarsheim 

Boyd  W.  Harwood Gabel-Johnson-Harwood  Brokerage  Co. 

L.  R.  Bolles Goodlett  &  Bolles 

LOS  ANGELES,  CAL. 

National  Grocers'  Association. 

John  Krafft,  Chairman Haas,  Baruch  &  Co. 

Victor  H.  Tuttle R.  L.  Craig  &  Co. 

L.  C.  Norris Stetson-Barrett  &  Co. 

National  Brokers'  Association. 

Roth  Hamilton Hamilton  &  Henderson 

F.  W.  Stith F.  W.  Stith  Company 

O.  B.  Franz Lee-Franz  Brokerage  Co. 

MEMPHIS,  TENN. 
National  Grocers'  Association. 

W.  C.  Early,  Chairman ' W.  C.  Early  Co. 

Joseph  H.  Stewart Stewart-Gwynne  Co. 

S.  H.  Phillips Shanks,  Phillips  &  Co. 

National  Brokers'  Association. 
To  be  appointed  later. 

NEW  YORK,  N.  Y. 
National  Wholesale  Grocers'  Association. 

W.  B.  Timms,  Chairman Austin,  Nichols  &  Co. 

Sig  Seeman Seeman  Bros. 

Philip  C.  Staib Koenig  &  Schuster 


178  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Boards  of  Arbitration — Continued. 
National  C.  G.  &  D.  F.  Brokers'  Association. 

W.  D.  Breaker U.  H.  Dudley  &  Co. 

A.  L.  North North  &  Dalzell 

F.  A.  Aplin J.  K.  Armsby  Co. 

NEW  ORLEANS,  LA. 
National  Wholesale  Grocers'  Association. 

Albert  Mackie,  Chairman Albert  Mackie  Grocery  Co.,  Ltd. 

W.  L.  Saxon The  Smith  Bros.  Co.,  Ltd. 

H.  T.  Cottam The  H.  T.  Cottam  Co.,  Ltd. 

National  C.  G.  &  D.  F.  Brokers'  Association. 

D.  R.  Graham Graham-Boswell  Co. 

Fred  Miller W.  A,  Gordon  Co. 

Tatman  Thompson Tatman  Thompson  Co. 

OKLAHOMA  CITY,  OKLA. 

National  Grocers'  Association. 

J.  T.  Robinson,  Chairman Carroll,  Brough  &  Robinson 

C.  E.  Vaneleef Ridenour-Baker  Merc.  Co. 

O.  D.  Halsell Williamson-Halsell  Frazier   Co. 

National  Brokers'  Association. 

W.  M.  Gillespie Meinrath  Brokerage  Co. 

J.  R.  Russell Russell  Brokerage  Co. 

W.  T.  Love Oklahoma  Commerce  Co. 

OMAHA,  NEB. 
National  Wholesale  Grocers'  Association. 

John  S.  Brady,  Chairman McCord-Brady  Co. 

Charles  H.  Pickens Paxton  &  Gallagher  Co. 

R.  B.  Comstock Allen  Bros.  &  Co. 

National  C.  G.  &  D.  F.  Brokers*  Association. 

J.  P.  Fallon Seavey  &  Flarsheim 

C.  B.  Shackleford 

H.  S.  Sussmann Meinrath  Brokerage  Co. 

PEORIA,  ILL. 

National  Grocers'  Association. 

John  Riggs,  Chairman Oakford  &  Fahnestock 

Milo  E.  Reeve John  McCoy  Co. 

Alex  Furst Jobst,   Bethard  Co. 

National  Brokers'  Association. 

G.  R.  Garrettson Jones  Brothers 

Joseph  Keevers L.  H.  Lyford  Co. 

C.  A.  Hoxsie C.  A.  Hoxsie  &  Co. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  179 


Boards  of  Arbitration — Continued. 
PHILADELPHIA,  PENN. 

National  Grocers*  Association. 

Thoinas  Roberts,  Jr.,  Chairman Thomas  Roberts  &  Co. 

F.  B.  Reeves,  Jr Reeves-Purvin  &  Co. 

William  C.  Halpen Halpen-Green  Co. 

National  Brokers'  Association. 

Charles  Roberts Jessup  &  Roberts 

F.  B.  Bonstedt W.  G.  Bonstedt  &  Co. 

John  J.  Hallowell T.  A.  James  &  Co.,  Inc. 

PITTSBURGH,  PA. 
National  Wholesale  Grocers'  Association. 

D.  C.  Shaw,  Chairman D.  C.  Shaw  &  Co. 

Thomas  C.  Jenkins Thomas  C.  Jenkins 

James  A.   McAteer James  A.   McAteer  &   iSons 

National  C.  G.  &  D.  F.  Brokers'  Association. 

George  A.  Buse Buse  &  Caldwell 

Harry  W.  Dunlap 

E.  T.   Shantz 

PORTLAND,  ORE. 
National  Wholesale  Grocers'  Association. 

Frank  A.   Spencer,   Chairman Allen   &   Lewis 

Louis  Lang Lang  &  Co. 

J.  T.  Brumfield Mason,  Ehrman  &  Co. 

National  C.  G.  &  D.  F.  Brokers'  Association. 
H.   M.    Haller Kelley,    Clark   Co. 

F.  W.  Ariss Ariss,  Campbell  &  Gault 

Richard  Adams Parrott  &  Co. 

RICHMOND,  VA. 

National  Grocers'  Association. 

Peyton  Grymes,  Chairman Stokes-Grymes  Grocery  Co. 

Clarence   D.   Coleman Spencer-Nunnamaker   Co. 

Isaac  B.  Davenport Christian  &  Winfree  Co. 

National  Brokers'  Association. 

Robert  M.  Smith Robert  M.  Smith  &  Co. 

John  Adam John  Adam 

Sanford  Fleming T.  S.  Southgate  &  Co. 

SAN  FRANCISCO,  CAL. 

National  Wholesale  Grocers'  Association. 

Victor  H.  Tuttle,  Chairman R.  L.  Craig  &  Co.,  Los  Angeles 

S.  Sussman Sussman,  Wormser  &  Co. 

Frank  B.  Peterson Frank  B,  Peterson  &  Co. 


i8o  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Boards  of  Arbitration — Continued. 

National  C.  G.  &  D.  F.  Brokers'  Association. 

Walter  M.  Field ; 

Oscar  Hoffman Hoffman  &  Greenlee 

Harry  C.  Taft Taft  &  Suydam 

SEATTLE,  WASH. 
National  Wholesale  Grocers'  Association. 

James  S.  Goldsmith,  Chairman Schwabacher  Bros.  &  Co. 

J.  C.  Lang National  Grocer  Co. 

F.  C.  Sylvester Sylvester  Bros.  Co. 

National  C.  G.  &  D.  F.  Brokers'  Association. 

C.   H.   Clarke Kelley-Clarke   Co. 

George   Burrington Burrington-Burton   Co. 

George  L.  F.  Gault Ariss,  Campbell  &  Gault 

ST.  LOUIS,  MO, 
National  Wholesale  Grocers'  Association. 

E.  G.  Scudder,  Chairman The  Scudder-Gale  Grocer  Co. 

George  A.  Roth Adam  Roth  Grocer  Co. 

Warren  Goddard The  Goddard  Grocer  Co. 

National  C.  G.  &  D.  F.  Brokers'  Association. 

Joseph  N.  Gettys Ford  &  Doan 

Louis  Rosen Rosen-Reichardt  Brokerage  Co. 

Edward  L.  Stanton E.  L.  Stanton  &  Co. 

ST.  PAUL-MINNEAPOLIS,  MINN 
National  Grocers'  Association. 

E.  O.  Harmeguies,  Chairman Griggs,  Cooper  &  Co. 

Lullus    Quinan Foley    Bros.    &    Kelly 

George  C.  Pettigrew George  R.  Newell  Co. 

National  Brokers'  Association. 
Albert  Hall Emerson  &  Hall 

F.  S.  Abernathy F.  S.  Abernathy  &  Co. 

T.  J.  Preece T.  J.  Preece  Co. 

TOLEDO,  OHIO. 
National  Grocers'  Association. 

George  S.  Harnit,  Chairman Harnit  &  Hewitt  Co. 

A.  E.  Overmyer Overmyer  Co. 

Norman  Meyer R.  A.  Bartley 

National  Brokers'  Association. 

Harry  C.  Hassett Harry  C.  Hassett 

George  E.  Bell George  E.  Bell 

J.  W.  Thatcher J.  W.  Thatcher 

♦Deceased. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.     i8i 

CHAPTER  LXV. 

UNCLASSIFIED   INFORMATION. 

The  famous  food  inspection  decision  made  by  the  National  Board 
of  Commissioners  in  interpretation  of  the  Act  of  June  30,  1906  (known 
as  "The  Pure  Food  Act"),  in  so  far  as  it  especially  applies  to  canned 
foods,  is  called  F.  I.  D.  144.  I  copy  from  the  National  Canners'  Asso- 
ciation Bulletin  No.  2,  of  date  June  12,  1912,  as  follows: 

FOOD  INSPECTION  DECISION  144. 
The  text  of  this  decision  is  as  follows: 
CANNED  GOODS:  USE  OF  WATER,  BRINE,  SYRUP,  SAUCE  AND  SIMILAR 
SUBSTANCES  IN  THE  PREPARATION  THEREOF. 

The  can  in  canned  food  products  serves  not  only  as  a  container  but  as 
an  index  of  the  quantity  of  food  therein.  It  should  be  as  full  of  food  as  is 
practicable  for  packing  and  processing  without  injuring  the  quality  or  ap- 
pearance of  the  contents.  Some  food  products  may  be  canned  without  the 
addition  of  any  other  substances  whatsoever — for  example,  tomatoes.  The 
addition  of  water  in  such  instances  is  deemed  adulteration.  Other  foods  may 
require  the  addition  of  water,  brine,  sugar  or  syrup,  either  to  combine  with 
the  food  for  its  proper  preparation  or  for  the  purpose  of  sterilization — for 
Instance,  peas.  In  this  case  the  can  should  be  packed  as  full  as  practicable 
with  the  peas  and  should  contain  only  suflScient  liquor  to  fill  the  interstices 
and  cover  the  product. 

Canned  foods,  therefore,  will  be  deemed  to  be  adulterated  if  they  are 
found  to  contain  water,  brine,  syrup,  sauce,  or  similar  substances  in  excess 
of  the  amount  necessary  for  their  proper  preparation  and  sterilization. 

It  has  come  to  the  notice  of  the  department  that  pulp  prepared  from 
trimmings,  cores  and  other  waste  material  is  sometimes  added  to  canned 
tomatoes.  It  is  the  opinion  of  the  board  that  pulp  is  not  a  normal  ingredient 
of  canned  tomatoes,  and  such  addition  is  therefore  adulteration.  It  is  the 
further  opinion  of  the  board  that  the  addition  of  tomato  juice  in  excess  of 
the  amount  present  in  the  tomatoes  used  is  adulteration — that  is,  if  in  the 
canning  of  a  lot  of  tomatoes  more  juice  be  added  than  is  present  in  that 
lot,  the  same  will  be  considered  an  adulteration. 

Approved:  (Signed)      R.  E.  DOOLITTLE, 

JAMES  WILSON,  A.  S.  MITCHELL, 

Secretary  of  Agriculture,  Board  of  Food  and  Drug  Inspection." 

Washington,  D.  C,  May  22,  1912. 

USE  OF  COPPER  SALTS  IN  THE  GREENING  OF  FOODS. 

It  is  provided  in  regulation  15  of  the  Food  and  Drugs  Act  that  the 
Secretary  of  Agriculture  shall  determine  by  chemical  or  other  examination 
those  substances  which  are  permitted  or  inhabited  in  food  products;  that 
he  shall  determine  from  time  to  time  the  principles  which  shall  guide  the 
use  of  colors,  preservatives,  and  other  substances  added  to  foods;  and 
that,  when  the  findings  and  determinations  of  the  Secretary  of  Agriculture 
are  approved  by  the  Secretary  of  the  Treasury  and  the  Secretary  of  Com- 
merce and  Labor,  the  principles  so  established  shall  become  a  part  of  the 
rules  and  regulations  for  the  enforcement  of  the  Food  and  Drugs  Act. 


i82  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  law  provides  that  no  food  or  food  product  intended  for  interstate 
commerce,  nor  any  food  or  food  product  manufactured  or  sold  in  the  District 
of  Columbia  or  in  any  Territory  of  the  United  States,  or  for  foreign  com- 
merce, except  as  therinafter  provided,  shall  contain  substances  which  lessen 
the  wholesomeness  or  which  add  any  deleterious  properties  thereto.  It  has 
been  determind  that  no  drug,  chemical,  or  harmful  or  deleterious  dye  or 
preservative  may  be  used. 

Although  the  canners  of  the  United  States  have  uniformly  refrained 
from  the  use  of  copper  salts  as  a  dye  or  coloring  matter,  yet  vegetables 
greened  with  copper  salts  packed  in  other  countries  are  imported  and  placed 
in  competition  with  the  domestic  product.  Therefore  the  question  of  the 
entry  of  such  vegetables  became  at  once,  after  the  passage  of  the  food  and 
drugs  act,  the  subject  of  consideration  by  those  charged  with  the  enforce- 
ment of  the  law.  In  a  decision  of  the  Board  of  Pood  and  Drug  Inspection 
issued  some  six  months  after  the  law  became  effective  it  is  stated:  "The 
question  of  the  entry  into  the  United  States  of  vegetables  greened  with  cop- 
per salts  has  not  been  finally  determined.  Pending  the  determination  and 
decision  of  this  matter  by  the  Secretary  of  Agriculture,  all  vegetables  greened 
with  copper  salts  which  do  not  contain  an  execessive  amount  of  copper  will 
be  admitted  to  entry  if  the  label  bears  a  statement  that  sulphate  of  copper  or 
other  copper  salts  have  been  used." 

Thereafter,  by  subsequent  decisions  of  the  three  Secretaries,  issued  May 
7th,  1908,  and  December  26,  1908,  right  to  entry  into  the  United  States  was 
allowed  to  vegetables  greened  with  copper  salt,  "but  which  do  not  contain 
an  excessive  amount  of  copper  and  which  are  otherwise  suitable  for  food," 
provided  the  goods  were  labeled  as  above. 

It  will  be  noted  that  all  reference  made  to  the  use  of  copper  salts  in 
connection  with  canned  vegetables  in  the  above  quoted  decisions  pertains 
solely  to  those  goods  packed  abroad  and  seeking  entry  into  the  United  States. 
There  was  no  call  for  a  ruling  on  this  point  with  reference  to  vegetables 
packed  in  the  United  States  and  consequently  the  attention  of  the  Depart- 
ment of  Agriculture  and  its  decisions  were  directed  exclusively  to  the  foreign 
importations.  The  subject,  however,  was  of  grave  importance  to  the  do- 
mestic packer,  independent  of  the  question  of  meeting  competition;  he  had 
more  at  stake  than  the  loss  of  sales  which  might  be  occasioned  by  the  public 
preference  for  the  highly  colored  foreign  product.  In  short,  the  desideratum 
was  to  establish  confidence  and  maintain  the  credit  of  canned  foods  as  a  class 
and  to  that  end  have  the  law  strictly  enforced  as  to  all  canned  foods,  whether 
packed  at  home  or  abroad  to  accomplish  this  end,  the  National  Canners'  As- 
sociation has  strenuously  exerted  its  efforts,  and  it  is  a  source  of  no  littTe 
gratification  that  on  July  31,  1912,  the  Board  of  J'ood  and  Drug  Inspec- 
tion issued  a  decision  on  that  subject  prohibiting  the  use  of  copper  salts  in 
the  greening  of  foods.     That  decision  states  as  follows: 

"The  Food  and  Drugs  Act  of  June  30,  1906,  provides  thp.t  a  food  is 
adulterated  'if  it  contain  any  added  poisonous  or  other  added  deleterious  in- 
gredient which  may  render  such  article  injurious  to  health.'  The  act  also 
provides  that  a  food  is  adulterated  'if  it  be  *  ♦  *  colored  ♦  *  ♦  in 
a  manner  whereby  damage  or  inferiority  is  concealed."  It  is  apparent  from 
the  findings  of  the  referee  board  that  all  foods  greened  with  copper  salts  are 
positively  adulterated  under  the  first  above  quoted  provision  of  the  law, 
and  that  in  certain  cases  foods  may  be  adulterated  under  the  second  above 
quoted  provision. 

The  Secretary  of  Agriculture,  therefore,  will  regard  as  adulterated  under 
the  Food  and  Drugs  Act  foods  greened  with  copper  salts  which,  on  and  after 
January  1,  1913,  are  offered  for  entry  into  the  United  States,  or  are  manu- 
factured or  offered  for  sale  in  the  District  of  Columbia  or  in  the  Territories, 
or  are  shipped  in  interstate  commerce. 


o 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  183 


All  previous  food  and  inspection  decisions  on  the  subject  of  greening 
foods  with  copper  salts  are  amended  accordingly." 

We  believe  this  latter  decision,  in  its  benefit  to  the  canning  industry, 
ranks  alongside  of  F.  I.  D.  144,  and  is  a  long  step  in  the  direction  of  placing 
canned  foods  in  their  proper  aspect  before  the  public  eye.  Ws  are  glad  to 
have  been  of  assistance  in  this  and  to  be  able  to  felicitate  the  canners  of  the 
United  States  upon  the  results  attained. 


CHAPTER  LXVL 

HOW  TO  ROUTE  AND  SHIP  CANNED  FOODS. 

From  interior  points  where  water  transportation  is  not  available 
shipments  have  not  the  advantage  of  water  competitive  rates.  Then 
rates  as  established  now  by  law  are  the  same  by  all  rail  routes.  From 
points  in  the  East  minimum  car  loads  are  36,000  pounds,  a  lower 
rate  being  made  on  that  quantity  shipped  to  one  party  from  one 
shipper  and  on  one  bill  of  lading.  In  less  than  carloads  the  rate  is 
higher. 

Where  lake  and  rail  or  ocean  and  rail  or  river  and  rail  navigation 
is  available  a  reduced  rate  can  be  had  which  is  conceded  to  such 
combined  routes  by  the  Interstate  Commerce  Commission  of  from  3 
to  5  cents  per  hundred  lower  than  all-rail  rates. 

The  same  stipulations  of  difference  in  rate  between  carload  and 
less  than  carload  shipments  are  made  by  the  part  water  routes. 

From  the  Pacific  Coast  shipments  can  be  made  all  rail,  or  around 
Cape  Horn  or  via  Isthmus  of  Panama  route.  The  carload  weight  on 
such  shipments  is  fixed  at  a  minimum  of  40,000  pounds. 

On  all  water  coast  shipments  or  river  shipments,  no  carload  stipu- 
lations are  made  unless  the  goods  are  to  go  partly  by  rail  on  a  through 
rate. 

From  New  York,  Massachusetts,  New  Jersey,  Delaware,  Maine, 
Maryland,  Pennsylvania,  New  Hampshire,  Vermont,  Rhode  Island, 
rates  to  the  West  based  on  lake  and  rail  or  ocean  and  rail  shipments, 
can  be  secured  nearly  all  the  year  round  to  Chicago,  Milwaukee  and 
nearly  all  other  points  West,  for  when  the  navigation  of  the  lakes 
closes  about  November  15th  or  sooner,  a  similar  service  can  be  con- 
tinued by  the  ocean  and  rail  routes  which  never  or  seldom  freeze  up 
or  stop  and  are  open  for  service  all  the  year  round. 

I  would  suggest  the  following  routing  and  recommend  the  follow- 
ing routes  and  lines,  viz. : 

All  rail  from  the  East,  New  York  Central,  Baltimore  and  Ohio, 
Pennsylvania,  Chesapeake  and  Ohio. 

Lake  and  rail  from  the  East,  Western  Transit  Co.,  Anchor  Line. 

Ocean  and  rail  from  the  East,  Norfolk  and  Western,  Kanawha 
Dispatch. 


i84  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


All  rail  from  the  West,  Southern  Pacific. 

All  rail  from  the  Northwest,  Northern  Pacific. 

All  rail  from  the  South,  Illinois  Central,  Southern  Railway  Co., 
Louisville  and  Nashville. 

Ocean  and  rail  from  the  West,  Southern  Pacific  Steamer. 

At  present  a  rate  via  ocean  to  New  York  from  Pacific  Coast  points 
can  be  had  of  45  cents  per  hundred  pounds,  as  opposed  to  70  cents  per 
hundred  pounds  all  rail.  This  is  of  not  much  advantage  to  interior 
shippers,  as  the  rail  route  from  New  York  nearly  or  quite  makes  up 
the  difference. 

All-rail  shipments  are,  of  course,  the  quickest,  and  the  goods 
being  handled  but  once,  usually  come  through  in  somewhat  better 
condition,  but  this  is  not  very  important,  as  the  lake  and  ocean  routes 
are  now  handling  freights  very  carefully.  If  one  is  in  a  hurry  for 
goods  or  if  the  goods  are  delicate  or  fragile,  it  would  possibly  be  best 
to  ship  all  rail  and  pay  the  higher  rate,  especially  if  the  goods  are  to 
come  through  in  carload  quantities.  If  in  less  than  carloads  the  dif- 
ference or  advantage  either  in  time  or  in  handling  would  not  be  worth 
the  difference  in  a  higher  freight  rate,  as  opposed  to  the  part  water 
lines. 

TO  ESTIMATE  MINIMUM  CARLOADS. 

Weights  of  canned  foods,  carloads,  Eastern  roads,  36,000  pounds. 
Weights  of  canned  foods,  carloads.   Pacific  Coast  roads,  40,000 
pounds. 

No.  1  Salmon,  4  dozen;  weight  per  case 67  Lbs. 

No.  Yz  Salmon,  4  dozen;  weight  per  case 38  Lbs. 

No.  2^  Fruits,  2  dozen;  weight  per  case 65  Lbs. 

No.  2  Fruits,  2  dozen;  weight  per  case 43  Lbs. 

No.  3  Fruits,  2  dozen;  weight  per  case 67  Lbs. 

No.  8  Fruits,  1  dozen;  weight  per  case 100  Lbs. 

No.  2  Vegetables,  2  dozen;  weight  per  case.  43  Lbs. 

No.  %y2  Vegetables,  2  dozen;  weight  per  case.   65  Lbs. 

No.  3  Vegetables,  2  dozen;  weight  per  case.   67  Lbs. 

No.lO  Vegetables,  1  dozen;  weight  per  case.  100  Lbs. 

It  is  quite  probable  that  the  opening  of  the  Isthmus  or  Panama 
Canal  will  make  an  important  change  in  freight  rates  in  both  or  all 
directions,  as  the  Mississippi  River  route  will  be  utilized  in  connection 
with  the  ocean  route  then. 

Refrigerator  car  shipments  to  protect  from  cold  in  the  winter 
time  can  usually  be  had  without  additional  charge  as  many  refrigerator 
or  lined  cars  are  then  idle,  being  used  actively  only  in  hot  weather. 

Atlantic  Coast  shipments  can,  of  course,  be  made  by  coast  lines, 
and  shipments  to  the  interior  made  at  cheaper  rates  than  by  all-rail. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  185 

CHAPTER  LXVII. 
LINKS   IN   THE   CHAIN   OF   DISTRIBUTION. 
(Canner — Broker — Wholesale  Grocer — Retail  Grocer.) 

Address  of  John  A.  Lee  made  before  the  annual  convention  of  the 

National  Canners'  Association,  at  Baltimore,   Md.,  Wednesday, 

February  4th,  1914. 

Mr.  President  and  Gentlemen  of  the  Convention: 

Everyone  likes  to  know  what  his  rights  and  privileges  are  and 
where  the  boundaries  of  his  field  of  achievement  are  located. 

If  he  is  a  fair  and  just  man  he  wants  to  avoid  intruding  upon 
others,  and  if  he  is  a  self-respecting  man  he  dislikes  to  have  others 
trespassing  upon  him. 

In  order  to  define  some  of  these  rights  and  privileges,  and  to  fix 
or  locate  some  of  these  boundaries  in  the  great  co-operative  and 
essentially  helpful  field  of  the  Art  of  Commerce,  I  am  going  to  talk 
to  you  briefly  about  "The  Links  in  the  Chain  of  Distribution."  I  will 
of  course  confine  the  discourse  to  the  consideration  of  food  distribu- 
tion, as  that  is  what  we  are  all  interested  in. 

There  are  only  four  links  in  our  chain  of  distribution,  the  canner, 
the  broker,  the  wholesaler  and  the  retailer. 

It  has  been  suggested  to  me  that  the  farmer  or  producer  is  a  link 
in  the  chain,  but  he  is  not,  and  it  has  also  been  suggested  to  me  that 
the  consumer  is  a  link,  but  that  is  also  an  error. 

Neither  consumer  or  producer  can  consistent^  be  called  dis- 
tributors, and  are  therefore  not  parts  of  the  chain  of  distribution. 

The  producer  at  one  end  of  the  chain  and  the  consumer  at  the 
other  end  are  even  more  important  than  links,  because  they  are  the 
great  eternal  pillars  of  production  and  existence,  dependent  one  upon 
the  other,  and  connected  by  the  chain  of  distribution. 

Some  claim  that  the  railroads  are  links  in  the  chain,  but  I  con- 
tend and  maintain  that  they  are  not.  They  are  merely  facilities,  and 
means  employed  in  distribution,  and  no  more  an  integral  part  of  the 
great  commercial  chain  than  would  be  a  ship,  or  a  wagon,  or  a  cara- 
van of  camels,  or  a  drove  of  burros,  or  a  handcart,  or  any  other  means 
to  promote  the  ends  of  distribution. 

A  chain  is  only  as  strong  as  its  weakest  link.  I  claim  that  the 
present  system  of  distribution,  by  means  of  this  chain  of  four  links, 
is  so  strong  in  all  its  parts  that  it  cannot  be  broken,  or  changed. 

The  law  of  commerce,  like  the  law  of  gravity,  is  immutable,  and 
distribution,  like  water,  seeks  the  easiest  and  least  obstructed  channel. 

Let's  analyze  the  strength  of  these  links  and  learn  what  tests  they 
have  withstood. 


186  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  canner,  the  first  link,  has  for  his  mission  the  conservation 
and  preparation  of  the  products  of  the  soil  and  waters.  His  is  a 
glorious  work  and,  if  he  is  conscientious  in  the  performance  of  his 
work,  constantly  striving  toward  merit  and  economy,  keeping  always 
before  his  vision  and  in  his  ambition  the  improvement  and  perfection 
of  his  output ;  his  link  will  ever  be  looked  upon  as  the  strongest  of  all. 

If  he  will  loyally  support  the  established  system,  he  will  find  it 
in  the  future  as  in  the  past,  the  safest,  best  and  rheapest  method, 
based  upon  tried  and  tested  economies  of  co-operation. 

This  link,  the  canner,  has  been  tested  in  the  school  of  adversity, 
and  tried  in  the  fierce  assaults  of  defamation,  slander  and  injustice, 
but  the  clouds  of  ignorance  are  being  scattered  by  the  bright  rays  of 
truth  and  enlightenment,  thank  God !  And  the  canner  is  coming  into 
the  honor  and  appreciation  due  him.  The  value  of  his  services  is 
gaining  recognition,  and  the  work  of  his  brain  and  hands  is  meeting 
and  meriting  world-wide  sympathy  and  approval. 

Occasionally  there  is  found  a  canner  who,  through  inexperience  or 
carelessness,  or  incompetence,  or  indifference,  packs  and  puts  on  the 
market  qualities  which  are  so  poor  that  they  do  discredit  to  the  in- 
dustry. He  don't  usually  belong  to  the  National  Canners'  Association, 
nor  is  he  one  of  the  links  in  the  chain  of  distribution.  He  is  what 
students  of  Darwins  theory  of  evolution  would  call  "the  mi^.sing  link." 

The  second  link  in  the  chain  is  the  broker,  one  of  the  humblest  of 
whom  I  am.  It  is  his  mission  to  bring  the  canner  and  the  wholesaler 
together  upon  terms  of  just  and  fair  contract  and  agreement,  and  not 
to  consider  that  the  brokerage  paid  him  places  him  under  ur^due  obliga- 
tion to  either  party,  because  it  is  really  a  part  of  the  cost  of  the  goods, 
and  is  paid  by  the  ultimate  consumer. 

Being  paid  only  for  actual  results,  he  is  by  far  the  most  economical 
of  all  sales  agencies,  and  does  his  part  as  a  link  in  the  chain  so  economi- 
cally and  so  well  that  his  position  is  unassailable,  and  economists 
can  find  no  substitute  for  him. 

He  has  been  repeatedly  denounced  as  a  burden  upon  commerce 
and  a  tax  upon  distribution,  but  he  lives  on  and  on  exulting  in  his 
usefulness,  while  his  enemies  and  detractors  have  disappeared,  and 
the  places  which  knew  them  once  know  them  no  more,  while  the 
broker,  like  Tennyson's  brook,  goes  on  forever. 

I  believe  that  all  canned  food  brokers,  on  account  of  their  in- 
dustry, their  humility,  their  poverty  and  their  piety,  will,  when  they 
die,  go  direct  to  the  highest  heaven,  by  the  through  ''Paradise  Lim- 
ited," stopping  briefly  only  at  the  stars  of  the  first  magnitude  for 
supplies  of  radium  and  electricity. 

There  are  some  bad  brokers — not  many — some — now  and  then 
one.  They  create  discord  between  buyer  and  seller  by  'carelessness 
and  misrepresentation.    That  kind  don't  belong  to  the  National  Canned 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  187 


Foods  and  Dried  Fruit  Brokers'  Association.     They  are  stumblings 
blocks  in  the  path  of  distribution  and  are  soon  pushed  aside. 

The  third  link  in  this  splendid  chain  of  distribution  is  the  whole- 
sale grocer.    It  is  his  mission  to  act  as  banker  to  the  entire  system. 

He  takes  the  canner's  product  and  pays  cash  for  it.  He  ships  it  in 
carload  lots,  thereby  saving  a  large  amount  of  freight,  and  sells  it  to 
the  retail  grocer  on  credit.  He  practices  every  art  of  commerce  and 
all  the  skill  of  merchandising,  in  order  to  render  his  service  effective 
and  economical.  He  builds  great  warehouses  and  brings  the  rail- 
road tracks  into  them,  and  locates  them  beside  the  docks  that  ships 
may  unload  their  cargoes  into  them.  He  equips  them  with  powerful 
elevators,  and  with  spiral  chutes,  endless  conveyors,  and  patent  slides ; 
and  uses  the  skill  of  the  nations  inventive  genius  to  cheapen  the  cost 
of  handling  canned  foods  and  other  foods.  He  employs  armies  of 
salesmen  and  trains  them  to  induce  the  retail  grocers  to  discriminate 
as  to  qualities.  He  employs  expert  buyers,  who  carefully  select  that 
which  is  good  and  refuse  that  which  is  bad.  He  takes  chances  and 
risks  not  only  in  the  extension  of  credits,  but  in  buying  canned  foods 
on  pro  rata  contracts  and  guaranteeing  one  hundred  per  cent,  delivery 
to  his  customers.  He  accepts  swell  guarantees  that  are  limited  and 
gives  unlimited  guarantees  to  the  retail  grocers. 

He  pushes,  promotes  and  advertises  the  products  of  the  canners, 
and  contributes  liberally  to  their  publicity  fund  and  work,  but  if  he 
happens  to  think  that  the  wrong  quality  has  been  shipped,  and  rejects 
a  carload  or  two,  he  is  promptly  consigned  to  the  kitchen  of  the  abode 
of  eternal  damnation,  and  given  the  position  of  fireman. 

I  heard  of  a  canner  who,  when  a  wholesale  grocer  rejected  a  car 
of  his  goods,  wrote  the  wholesaler  and  told  him  to  go  to  hell !  Then 
they  arbitrated  the  rejection  and  the  wholesale  grocer  won.  The 
canner  then  wrote  another  letter  to  the  wholesale  grocer  and  said :  "I 
wrote  you  to  go  to  hell !  Don't  go !  Go  somewhere  else  !  1  am  think- 
ing I  might  go  there  myself,  and  I  don't  want  to  meet  you." 

Wholesale  grocers  are  warm  friends  to  the  canning  industry,  and 
are  indispensable  as  allies  and  coworkers.  The  chain  of  distribution 
would  be  almost  useless  without  this  strong  link. 

Their  great  national  association  stands  firmly  in  its  faith  and 
confidence  in  the  progress  and  future  of  the  canning  industry.  The 
wholesale  grocer's  friendship  must  not  be  undervalued,  for  he  has 
been  a  potent  friend  to  the  canning  industry  from  the  day  of  its 
beginning  to  the  present  time.  Old  friends  are  the  best !  Hold  fast  to 
them! 

There  are  some  bad  wholesale  grocers.  We  now  and  then  find 
one  who  reclaims  unjustly,  or  discounts  unfairly,  or  tries  to  evade  his 
contracts. 


i88  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


That  kind  don't  belong  to  the  National  Wholesale  Grocers'  Asso- 
ciation, and  is  fast  falling  out  of  the  front  rank  and  orT  the  firing  line, 
and  their  places  are  being  filled  by  merchants  who  are  honorable  and 
fair,  and  who  strictly  adhere  to  high  principles. 

May  the  day  never  come,  Mr.  President,  and  conditions  never 
arise  when  the  canner  and  the  wholesale  grocer  have  to  part  company, 
for  a  close  alliance  is  of  inestimable  advantage  to  both. 

At  last  we  come,  Mr.  President,  to  the  fourth  and  last  link  in  the 
chain  of  distribution,  the  retail  grocer,  who  stands  with  one  hand 
clasping  that  of  the  consumer,  as  the  very  living  and  life  purveyor  of 
the  people,  while  his  other  hand  is  extended  in  friendly  co-operation 
and  helpfulness  to  the  canner,  the  broker  and  the  wholesale  grocer, 
the  other  links  in  the  chain  of  distribution.  He  is  the  last  link  in  the 
chain,  and  his  is  the  last  word  in  the  argument. 

His  loyalty  and  friendship  are  freely  bestowed  upon  his  co-workers 
and  they  have  his  faithful  support  and  co-operation,  as  long  as  the 
service  they  render  is  honest  and  economical  and  as  good  as  he  can 
obtain — but  no  longer!  His  loyalty  is  first  to  the  consumers,  his 
customers,  who  rely  upon  his  judgment  and  ability  for  the  health  and 
welfare  of  themselves  and  their  families. 

No  one  in  all  mercantile  life  works  harder  than  the  retail  grocer, 
long  hours,  exacting  service,  petty  sales,  unreasonable  requirements, 
and  fierce  competition  surround  and  beset  him,  and  his  reward  is 
small. 

Very  few  retail  grocers  get  rich  and  great  numbers  of  them  live 
humbly  and  die  poor. 

The  retail  grocer  is  frequently  denounced  by  impractical  reform- 
ers, robbed  by  debtors  whose  families  he  has  fed  in  times  of  distress, 
burdened  with  taxation,  hounded  by  municipal  grafters,  and  bedeviled 
by  promoters  of  impractical  schemes  for  selling  unmeritorious  goods. 
Yet  he  patiently  moves  onward,  getting  up  long  before  day,  and 
working  until  late  at  night,  trying  thereby  to  give  a  full  measure  of 
good  service  to  his  patrons. 

In  the  aggregate  he  dispenses  more  practical  charity  than  all  the 
organized  charities  in  the  world,  and  the  orphans'  cry  and  the  widows' 
appeal  are  never  made  to  him  in  vain.  I  have  stood  in  the  retail 
grocer's  store  many,  many  times,  when  I  was  a  commercial  traveler, 
and  have  repeatedly  seen  the  little  baskets  of  the  poor  filled  with 
something  to  eat,  for  which  no  payment  was  ever  received  or  expected. 
Nor  does  the  retail  grocer  send  for  the  reporter  of  the  Associated 
Press  to  tell  him  of  his  beneficence,  which  frequently  keeps  him  poor. 

The  reformers  or  special  writers  who  denounce  the  rtail  grocer  of 
the  United  States  as  an  unessential  middleman,  to  whom  is  attributable 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  189 


the  high  cost  of  living,  should  be  ignored  and  forgiven.  They  are 
mentally  and  morally  irresponsible,  and  remind  me  of  Thompson's 
historical  colt  which  swam  the  river  in  order  to  drink  out  of  a 
stagnant  horse  pond,  and  of  the  man  who  sawed  the  limb  off  between 
himself  and  the  body  of  the  tree,  and  of  the  famous  bull  which  tried 
to  butt  the  locomotive  off  the  track,  and  of  a  verse  from  the  Bible 
which  reads  "Though  thou  shouldst  bray  a  fool  in  a  mortar,  among 
wheat,  with  a  pestle,  yet  will  not  his  foolishness  depart  from  him." 

There  has  been  steady  progress,  but  there  is  still  room  for  im- 
provement in  the  retail  grocery  business.  It  is  a  business  which  is 
entered  too  easily,  and  the  exit  is  too  frequent  and  disastrous.  There 
should  be  a  system  of  apprenticeship  and  examinations  for  com- 
petency. 

The  food  purveyors  of  the  United  States  are  the  guardians  of  the 
public  health,  as  well  as  of  the  public  appetite  and  should  know 
something  about  the  chemistry  and  manufacture  of  foods.  Many  of 
them  do!    All  should! 

We  have  a  national  department  of  commerce  now ;  why  not  have 
schools  of  commerce,  conducted  by  the  State  as  well  as  agricultural 
colleges  ? 

In  conclusion,  Mr.  President,  having  described  the  links  in  the 
great  chain  of  distribution,  let's  briefly  speak  of  it  as  a  whole. 

It  represents  the  spirit  of  commercial  co-operation  and  mutual 
helpfulness  for  promoting  good  public  service,  expressed  by  the  words 
"each  for  all  and  all  for  each." 

It  is  typical  of  that  forbearance  and  consideration,  that  tolerance 
and  respect,  which  prompts  these  great  co-operative  forces  to  avoid 
intruding  and  trespassing  upon  the  privileges  and  rights  of  each 
other. 

It  is  emblematical  of  the  power  of  co-operative  intelligence  over 
individual  effort  and  of  organized  effort  over  undirected  or  misdi- 
rected force. 

It  represents  the  highest  type  of  public  service,  directed  and  con- 
trolled by  the  spirit  of  American  institutions,  and  it  typifies  that  merit 
and  that  service  which  is  described  in  the  Book  of  Proverbs  in  these 
words : 

"Seest  thou  a  man  diligent  in  his  business,  he  shall  stand  before 
kings,  he  shall  not  stand  before  mean  men." 


190  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  LXVIII. 

CANNED  APRICOTS. 

The  apricot  is  an  ancient  fruit  of  the  order  of  plums  and  is  said  to 
have  originated  in  Armenia.  This,  however,  is  doubtless  a  fact  at- 
tributable to  its  botanical  name.  Prunes  Armenica. 

It  is  a  delicious  fruit,  stone  bearing  like  plums  and  prunes,  but 
resembling  in  some  respects  a  peach.  It  grows  in  favored  localities 
to  a  large  size,  sometimes  being  almost  as  large  as  the  per^ch,  which 
it  in  some  respects  resembles  in  appearance  and  flavor.  The  apricot 
is  grown  and  cultivated  to  a  greater  extent  and  perfection  in  California 
than  elsewhere  in  the  world,  and  is  extensively  grown  and  used  for 
canning  in  that  State  as  well  as  elsewhere. 

The  chief  varieties  used  for  drying  and  canning  are  Mohr  Park, 
Blenheim,  and  Royal. 

The  apricot  has  not  as  much  natural  sweetness  as  the  peach  as  it 
more  closely  approaches  the  plum  in  acidity  and  requires  a  heavy 
syrup  to  render  it  palatable. 

This  fruit  has  an  aromatic  or  fragrant  flavor  or  taste  which  dis- 
tinguishes it  from  nearly  every  other  fruit  known,  which  is  considered 
"by  many  as  most  delightfully  delicious.  Others  hold  that  this  very 
individuality  of  bouquet  or  flavor  palls  upon  the  taste  and  soon  sur- 
feits those  who  eat  it  regularly. 

It  is  extensively  cultivated  and  canned  in  California  and  is  put 
in  the  regular  No.  2^  can  pitted  and  halved,  but  not  peeled,  also 
in  No.  10  cans  in  the  same  style.  It  is  packed  in  Pie,  Seconds,  Stand- 
ard, Special  Extra  and  Extra  grades,  sometimes  being  packed  in  No.  1 
cans  by  some  canners  in  heavy  syrup. 

The  apricot  makes  a  fine  pie  and  is  therefore  largely  used  for  that 
purpose.  However,  it  is  a  fine  dessert,  and  its  use  canned  is  rapidly 
growing. 

Fine  apricots  are  canned  to  some  extent  peeled,  and  in  that  form 
are  regarded  as  a  most  superb  dessert  for  the  tea  table. 

In  buying  canned  apricots  examine  an  average  number  of  cans 
carefully  to  see  whether  the  fruit  has  been  canned  r-ipe,  being  then  a 
bright  yellow  color,  or  whether  it  has  been  picked  green  and  allowed 
to  ripen,  when  it  is  always  of  a  greenish  color  and  insip  d  flavor. 

When  unripe  it  is  hard  and  tough  and  devoid  of  the  distinguish- 
ing or  individual  fragrance  of  flavor  which  characterizes  the  ripe 
fruit. 

The  fruit  is  sometimes  weather  or  insect  specked  and  should  be 
inspected  for  such  imperfection. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  191 

CHAPTER  LXIX. 

CANNED  SUCCOTASH. 

This  article  is  purely  an  American  preparation,  its  name  being 
derived  from  a  North  American  Indian  word  meaning  a  mixture  of 
green  corn  and  green  lima  beans,  or  one  of  green  corn  and  green 
stringless  beans.  The  Indians,  however,  had  another  name  for  green 
corn  and  green  stringless  beans,  mixed,  for  they  called  it  "Tossiman- 
ony." 

Both  these  preparations  are  canned  and  both  are  called  succotash. 
As  generally  understood,  however,  succotash  means  commercially  a 
preparation  of  green  corn  and  either  green  or  soaked  lima  beans  or 
pole  beans. 

The  combination  of  green  corn  with  green  stringless  beans,  when 
cooked  with  bacon,  is  an  excellent  article  of  food  and  should  be  more 
extensively  sold  and  known. 

Succotash  is  packed  in  No.  2  and  in  No.  10  cans.  The  best  quality 
is  made  of  tender  green  corn  and  green  lima  beans  and  can  be  branded 
Succotash  under  the  law.  When  composed  in  part  of  dried  or  Cali- 
fornia lima  beans,  it  must  be  labeled  "with  dried  beans'  in  order  to 
comply  with  the  various  pure  food  laws. 

Maine  packers  can  a  very  excellent  succotash  of  green  corn  and 
what  they  call  pole  beans, — long,  round,  fat  beans.  They  claim  that 
the  beans  are  green  and  do  not  label  their  product  "with  dried  beans." 
These  beans  are,  however,  not  green  in  color,  and  are  in  appearance 
very  suggestive  of  dried  beans. 

The  ungraded  green  lima  beans  are  excellent  for  succotash  and 
should  be  about  25  per  cent  of  the  whole  used  to  75  per  cent,  of  corn. 

Buying  and  Selling  Points. — Look  carefully  to  the  quality  of  the 
corn  in  the  cans.  Lima  beans  are  usually  a  late  crop  and  the  late  crop 
of  corn  used  to  make  this  combination  is  frequently  tough,  fibrous,  and 
poor,  though  the  beans  may  be  good.  A  good  green  corn,  dry  bean 
succotash,  if  the  corn  is  good,  is  superior  to  the  green  corn  and  green 
lima  mixture  if  the  corn  is  poor. 

If  you  handle  the  green  stringless  beans  and  green  corn  combina- 
tion, see  that  the  beans  are  tender  and  stringless  and  that  the  corn 
is  tender  and  young. 

This  combination  is  easier  for  the  packer  as  the  green  stringless 
beans  come  just  right  in  season  to  be  packed  with  green  corn.  This 
article  in  both  forms  affords  to  wholesale  and  retail  grocers  a  good 
margin  of  profit. 


192  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

CHAPTER  LXX. 

NECTARINES,  PRUNES,  CURRANTS  AND  QUINCES. 
THE  NECTARINE. 

This  fruit  has  a  common  origin  with  the  peach  and  is  really  a 
variety  of  peach.  It  is  said  that  the  tree  of  the  nectarine  will  fre- 
quently reproduce  peaches  and  vice  versa. 

It  is  a  smooth  skinned  fruit  and  has  not  a  downy  surface  like  the 
peach. 

There  are  a  number  of  varieties  of  nectarines  havi)ig  different 
flavors  and  the  fruit  is  grown  almost  solely  on  the  Pacific  Coast  in  the 
United  States,  though  well  known  in  other  countries. 

It  is  said  that  peaches  and  nectarines  are  sometimes  found  grow- 
ing on  the  same  tree. 

It  is  not  a  popular  or  very  salable  fruit  when  canned,  as  it  lacks 
size,  color,  style  and  appearance,  but  in  flavor  is  highly  jegarded  by 
many. 

It  is  generaly  canned  like  the  apricot,  unpeeled,  but  is  «^ometimes 
peeled.  It  is  a  much  smaller  fruit  than  the  peach  and,  in  fact,  is  about 
the  size  of  large  plums,  and  by  many  is  regarded  as  a  variety  of  plum. 

Points  of  merit  of  the  canned  nectarines  are  large  and  uniform 
size,  bright  color,  ripe  but  firm  condition  of  the  fruit,  and  free  lom  from 
specks  or  insect  stains  on  the  skin,  fruit  processed  not  too  heavily  so  as 
to  loosen  the  skin.  This  fruit  should  be  canned  in  at  least  30  degrees 
of  syrup,  as  it  has  much  acidity  of  flavor.  The  canned  article  should 
be  bought  cautiously,  as  it  is  a  slow  seller. 

PRUNES. 

This  excellent  and  prolific  fruit  is  merely  a  variety  or  species 
of  plums.  A  prune  is  a  dried  plum.  There  is  a  kind  of  plum,  however, 
which  is  known  as  a  prune  plum,  which  is  grown  upon  the  Pacific 
Coast  of  the  United  States,  a  large,  dark,  meaty  plum,  fairly  sweet, 
and  this  plum  is  used  for  canning.  It  is  so  sparsely  used  for  that 
purpose,  however,  that  in  the  commercial  listing  of  the  varieties  of 
canned  fruits  it  is  seldom  listed  from  the  fact  that  prunes  are  so 
staple  dried  that  people  do  not  appreciate  the  fact  that  this  fine  plum 
is  not  a  dried  fruit  afterward  canned.  Buyers  should  order  it  very 
sparingly,  as  it  is  a  misunderstood  and  unappreciated  product  of  the 
canner's  art,  although  of  superb  value  and  fine  rich  flavor.  It  Is  judged 
in  buying  or  selling  as  are  other  plums,  as  to  fill  of  the  can,  meaty 
large  size  of  fruit,  the  degree  of  syrup  which  should  not  be  too  sweet, 
and  the  firm  retention  of  the  shape  of  the  fruit,  rather  than  to  be 
boiled  or  cooked  too  soft. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  193 


Dried  prunes  of  fine  quality  are  sometimes,  in  fact  regularly, 
packed  in  tin  cans,  both  in  France  and  in  the  United  States,  but  the 
cans  are  not  hermetically  sealed  and  are  classified  under  dried  fruits 
rather  than  under  canned  foods. 

CURRANTS. 

This  fruit  is  of  limited  production.  It  is  grown  on  a  deciduous 
shrub  and  there  are  three  varieties  of  currants,  red,  black  and  white. 
This  fruit  is  generally  used  in  the  manufacture  of  jellies  and  jams  and  is 
not  used  in-  its  natural  state  to  any  extent.  It  makes  superb  jellies 
and  jams,  having  a  very  fine  individuality  of  flavor  most  appetizing  and 
relishable  when  served  with  meat  in  the  form  of  jelly. 

There  are  a  few  currants  packed  in  cans  on  the  Pacific  Coast  in 
syrup  which  are  merely  stemmed,  blowed  and  processed.  The  red 
variety  is  generally  used  for  that  purpose. 

This  fruit  is  also  canned  in  the  East,  usually  in  No.  10  size  cans 
for  the  use  of  preserve  and  jelly  makers.  It  is  canned  on  ihe  stem  and 
stemmed.  Some  manufacturers  claim  that  if  currants  are  picked  off 
the  stem  and  processed  in  water  they  loose  their  flavor,  therefore,  some 
are  canned  on  the  stem  for  preservers'  use. 

When  stemmed  and  blowed  and  hermetically  sealed  in  cans  in 
syrup,  red  currants  make  a  fine  tea  table  desert,  or  can  be  made  into 
most  excellent  pies  or  tarts,  but,  as  before  stated,  its  use  in  this  way  is 
quite  limited.   The  fruit  is  not  very  prolific  or  productive. 

The  canned  fruit  should  be  ripe  red  and  of  uniform  size.  The 
stems  should  be  well  removed  and  so  should  the  blooms  or  blows, 
but  this  cannot  be  done  with  absolute  perfection  by  any  machine  yet 
invented,  without  crushing  the  fruit,  and  the  process  is  too  tedious 
and  expensive  to  be  done  by  hand. 

QUINCES. 

This  is  quite  an  ancient  fruit  and  has  been  known  and  cultivated 
for  many  centuries.  It  grows  on  a  low,  wide  bunching  shrub  or  small 
tree,  and  is  a  prolific  fruit. 

There  are  a  number  of  species,  some  of  which  are  inedible  on 
account  of  excessive  astringency,  but  the  quince  known  and  used  for 
canning  and  preserving  in  this  country  is  a  large  fruit  and  is  regarded 
as  most  desirable  for  preserving.  As  ordinarily  canned,  even  in  syrup, 
quinces  are  not  popular  or  salable,  and  they  are  chiefly  used  for  making 
preserves. 

For  that  reason  this  fruit  is  largely  packed  in  No  10  cans  in 
water,  after  being  peeled,  cored  and  quartered  and  then  sealed  and 
processed. 


T94  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


The  fruit  should  be  ripe  when  canned,  carefully  peeled  and  cored 
and  processed  just  enough  to  keep  it  in  the  cans.  A  heav}^  cooking- 
turns  quinces  red  and  that  is  very  undesirable.  The  fruit  should  be 
bright  and  free  from  brown  spots  or  specks. 

CHAPTER  LXXI. 

CRANBERRIES,   FIGS,   LOGANBERRIES   AND   CRAB 
APPLES,  SAUCES,  JAMS,  JELLIES  AND  FRUIT  BUTTERS. 

CRANBERRIES. 

Cranberries  are  cultivated  and  grown  chiefly  in  the  Eastern  part 
of  the  United  States,  in  Massachusetts,  New  Jersey  and  elsewhere. 
They  are  grown  on  low  or  swampy  ground  on  running  vines,  and 
are  picked  or  gathered  in  September  and  October. 

This  fruit  is  very  sour  and  is  not  used  except  in  the  form  of 
cranberry  sauce  or  jelly,  and  is,  therefore,  not  canned  at  all  in  its 
natural  state. 

It  is  a  very  hardy  berry  and  generally  produces  well. 

It  is  chiefly  marketed  and  shipped  loose  or  bulk  in  barrels  and 
the  principal  part  of  the  crop  is  disposed  of  in  that  way. 

Canners  have  not  succeeded  in  popularizing  canned  cranberries, 
but  improved  methods  of  preparation  and  manufacture  are  slowly 
doing   so. 

Being  almost  devoid  of  natural  sweetness,  the  cranberry  requires 
the  use  of  a  large  proportion  of  sugar  to  render  it  palatable. 

The  canned  product  is  usually  designated  ''cranberry  sauce  or 
preserved  cranberries."  Prepared  with  about  an  equal  amount  of 
fruit  and  sugar  this  fruit  when  canned  makes  a  very  fine  relish  to 
serve  with  fowl  or  meats  or  as  a  desert. 

It  is  also  prepared  by  pressing  the  juice  from  the  fruit,  straining 
out  the  hulls  and  making  a  jelly  or  "strained  cranberry  sauce."  This 
process  is  held  by  some  chefs  and  epicures  to  deprive  the  sauce  of 
an  individual  relish  of  flavor  possessed  by  the  skin  or  hull  of  the  fruit, 
a  slightly  bitter  but  not  unpleasant  aftertaste.  Many  of  the  finest 
caterers  only  serve  cranberry  sauce  of  the  whole  fruit  unstrained, 
because  of  that  fact. 

Points  of  merit  in  canned  preserved  cranberries  are  a  bright  lively 
color.  A  dark  color  implies  that  overripe  berries  or  unsound  fruit 
has  been  used,  this  defect  can  also  be  detected  by  the  flavor.  Where 
the  berries  have  been  canned  whole  or  of  the  unstrained  fruit,  unsound 
berries  can  be  easily  discovered  by  close  inspection.    Where  the  fruit 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  195 


has  been  strained  and  is  canned  in  the  form  of  a  jelly,  only  the  tsate 
and  color  are  left  to  judge  by.  If  the  preparation  is  in  the  form  of  an 
ugly  motley  colored  fruit  butter  wherein  the  skins  and  all  the 
fruit  have  been  boiled  into  a  pulp  the  preparation  is  unsalable  and 
no  one  who  has  eyes  or  taste  will  buy  it  or  offer  it  for  sale,  as  it  is 
most  surely  made  from  a  lot  of  fruit  carried  too  late  in  barrels  or  that 
has  been  spoiled  by  the  weather. 

FIGS. 

This  fruit  is  very  ancient  and  is  known  throughout  the  world.  In 
the  dried  form  it  is  a  very  important  article  of  commerce. 

The  canning  of  fresh  or  undried  figs  has  been  in  vogue  for 
many  years  in  Europe  and  for  some  time  in  the  United  States,  but  has 
never  attained  large  or  important  proportions. 

Owing  to  the  sensibility  of  fig  trees  to  frost  this  fruit  cannot  be 
successfully  produced  except  in  the  extreme  southern  parts  of  the 
United  States,  below  about  32  degrees  north  latitude. 

Fig  culture  is  therefore  confined  to  Florida,  Mississippi,  Louis- 
iana, Texas  and  California. 

The  canning  of  fresh  figs  on  account  of  the  delicate  and  quickly 
perishable  character  of  the  fruit,  must  be  done  near  the  place  of 
growth,  and  in  the  states  previously  named  are  located  about  the  only 
canneries  of  figs  in  the  United  States. 

It  is  the  custom  of  canners  to  use  a  very  heavy  syrup  to  the  fruit, 
but  whether  this  is  because  it  is  essential  to  enable  the  delicate  fruit 
to  stand  the  processing  or  to  counteract  any  other  peculiarity,  or  be- 
cause the  fruit,  somewhat  insipid  in  its  fresh  state,  needs  a  heavy 
syrup  to  give  it  flavor  and  character,  or  as  is  probable,  because  the 
first  canners  of  the  fruit  used  a  heavy  syrup,  and  others  have  followed 
the  example,  I  do  not  know. 

Canned  fresh  figs,  as  prepared  in  the  United  States,  are  delicious, 
but  are  rather  a  preserve  than  otherwise,  and  so  rich  that  some  find 
them  cloying.  This  may  account,  to  some  extent  for  the  rather  re- 
stricted sale  attained,  though  it  is  the  case  that  the  limited  growth 
and  uncertainty  of  the  crop  is  a  still  more  important  factor,  for  about 
all  the  canned  figs  produced  are  readily  sold  and  the  supply  is  fre- 
quently short  of  the  demand. 

Figs  are  packed  whole  in  the  cans  and  the  small  stem  of  the  fruit 
is  not  removed.  In  eating  the  figs  can,  therefore,  if  desired,  be  held 
by  the  stem  as  is  done  when  the  fruit  is  served  direct  from  the 
tree. 

A  clear  syrup,  figs  not  black  or  very  dark,  fruit  of  uniform  size, 
well  filled,  fruit  free  from  evidences  of  unsoundness  or  decay,  and 
tender  but  firm  are  conditions  of  merit  which  should  be  considered. 


196  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


CRAB  APPLES. 

The  crab  apple  is  a  wild  apple  in  its  original  state,  from  which 
all  our  cultivated  apples  have  been  evolved.  The  Siberian  crab  apple 
is,  however,  a  distinct  variety  which,  when  selected  at  the  proper 
stage  and  canned  in  a  syrup  of  about  20  degrees,  is  regarded  by  many, 
especially  by  Germans,  as  a  great  deHcacy.  They  use  these  crab  apples 
as  relishes  to  serve  with  fowl  or  meats.  The  sale,  of  course,  is  limited, 
but  so  is  the  supply,  and  it  is  usually  exceeded  by  the  demand. 

It  is  customary  to  can  these  Siberian  crab  apples  leaving  on  the 
stems,  unpeeled  and  whole. 

Uniformity  of  size,  good  syrup,  well  filled  cans,  stems  on,  pro- 
cessed enough  to  soften  the  fruit,  but  not  enough  to  break  the  skin 
or  mush  the  fruit,  are  the  tests  of  quality.  The  taste  should  be  agree- 
able though  slightly  bitter.  There  are  some  varieties  of  crab  apples 
which  are  too  bitter  to  be  eaten  and  these  should  be  looked  out  for 
and  avoided. 

LOGANBERRIES. 

Within  the  past  15  or  20  years  a  new  berry  has  appeared  in  the 
United  States  known  as  the  Loganberry. 

It  is  said  to  be  a  product  of  grafting  the  red  raspberry  on  the 
blackberry  and  the  cross  known  as  the  Loganberry  partakes  of  the 
characteristics  of  each  of  those  berries. 

It  is  of  a  long  and  rather  slim  shape,  somewhat  like  that  of  a  mul- 
berry and  does  not  look  either  like  a  blackberry  or  raspberry. 

It  is  of  a  dull  red  color,  but  has  a  very  fine  flavor  seeming  to  have 
the  size  and  meaty  character  of  a  cultivated  blackberry  combined  with 
the  fine,  durable  acidity  and  high  fragrance  and  flavor  of  the  Cuth- 
bert  red  raspberry. 

It  is  so  far  grown  only  on  the  Pacific  Coast,  and  though  it  is  now 
probably  more  largely  produced  and  canned  there  than  either  raspber- 
ries or  blackberries,  the  demand  for  canned  loganberries  far  exceeds 
the  supply. 

The  fruit  has  a  most  agreeable  acidity  of  flavor  and  is  said  to  make 
when  so  prepared  a  superb  jelly. 

Size,  uniformity,  freedom  from  stems  and  leaves,  the  fill  of  the 
can,  freedom  from  dried  up  or  decayed  fruit  are  the  points  of  merit  in 
the  canned  article. 

APPLE  SAUCE. 

This  article  is  now  quite  extensively  canned  and  has  become  a 
very  popular  article  with  city  restaurants  for  serving  at  lunch. 

For  this  purpose  it  is  put  extensively  into  No.  10  cans,  well  sweet- 
ened, spiced  and  carefully  strained.  Some  is,  of  course,  put  in  No.  2 
cans,  but  not  a  great  deal. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  197 


Housewives  seem  to  want  to  make  their  own  apple  sauce,  but 
the  restaurants,  hotels  and  institutions  find  that  the  canner  is  able  to 
supply  them  with  a  better  article  than  they  can  themselves  make,  and 
at  a  lower  cost. 

Points  of  merit  are  a  can  well  filled  with  well  sweetened  apple 
sauce,  nicely  spiced,  and  of  heavy  consistency. 

JAMS  AND  JELLIES. 

The  production  of  these  goods  is  confined  to  a  very  few  canneries. 
Most  of  the  jams  and  jellies  used  in  this  country  are  packed  in  glass  or 
pots,  and  are  not  hermetically  sealed  in  cans,  and  as  this  is  a  book 
treating  of  canned  foods,  the  subject  is  foreign  to  this  book,  except 
so  far  as  the  goods  are  hermetically  sealed  in  cans,  which  is  to  only 
a  very  limited  extent. 

The  California  canneries  can  jelly  regularly  making  it  from  pure 
fruit  juice,  and  I  have  seen  and  used  upon  my  table,  black  currant  jelly 
canned  in  California  that  was  not  to  be  surpassed  for  delicious  flavor 
and  consistency.  Clearness  and  flavor  are  the  points  of  merit  to 
inspect. 

FRUIT  BUTTERS. 

These  goods  are  generally  distributed  in  wooden  packages  of  all 
sizes  in  season  and  are  not  canned  to  any  extent.  They  were  formerly 
canned  quite  extensively  by  New  York  canners,  but  they  were  of 
such  slow  sale  in  cans  that,  but  little  is  now  produced. 

CHAPTER  LXXIL 

CARROTS,   TURNIPS,    CUCUMBERS   AND   CAULIFLOWER. 

Carrotts  are  canned  in  a  very  limited  way,  the  demand  and  sale 
for  them  is  very  small,  indeed.  This  vegetable  can  be  kept  when  buried 
in  the  ground  or  in  a  cellar  in  dry  earth  so  long  and  so  well  that  can- 
ning of  it,  except  for  army  or  navy  use  is  hardly  necessary.  When 
canned  it  is  carefully  cleaned,  peeled  and  cut  into  cubes.  Carrotts  are 
used  in  a  mixed  vegetable  combination  that  is  canned  in  the  United 
States,  an  article  which  has  attained  considerable  sale. 

TURNIPS. 

This  vegetable  is  a  good  winter  keeper,  and  except  for  special 
purposes  is  not  in  sufficient  demand  to  justify  any  degree  of  attention 
from  canners. 

Turnips  are  used  in  combination  with  other  vegetables  in  a  prep- 
aration of  mixed  vegetables  which  has  attained  some  sale. 

Turnips  are  carefully  washed,  pared  and  cut  into  small  pieces  and 
then  canned  and  processed  in  the  usual  way. 


198  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


CUCUMBERS. 

Canned  cucumbers  may  be  designated  as  a  specialty  of  small 
sale.  They  are  carefully  peeled,  sliced  and  put  in  the  cans,  and 
then  a  very  delicious  and  relishable  dressing  is  put  in  the  can  before 
they  are  sealed  and  processed. 

I  know  of  but  one  firm  (Baltimore)  that  specializes  on  canned 
cucumbers,  and  that  firm  seems  to  have  a  monopoly  of  the  business. 

I  have  noticed  that  too  heavy  a  process  or  cook  is  apt  to  make 
canned  cucumbers  tough  eating,  by  destroying  with  heat  that  natural 
crispness  which  is  essential,  but  the  canned  cucumbers  I  have  seen  of 
recent  years  seem  to  have  been  quite  well  protected  against  that 
fault. 

Cucumbers  are  packed  in  special  sized  cans.  This  article  has  great 
merit  and  should  sell  more  largely. 

CAULIFLOWER. 

This  is  an  article  of  splendid  merit  when  canned,  and  the  cooking 
it  receives  in  processing  the  cans  makes  it  perfectly  ready  for  use  by 
warming  the  can. 

It  is  a  vegetable  which  should  be  more  generally  canned  and 
used.  It  is  not  at  all  troublesome  to  can  and  is  promptly  salable  and 
the  market  is  never  well  supplied  with  it.  Only  the  head  is  used  and 
must  not  be  overprocessed  until  it  turns  soft  or  mushy  in  the  can. 

CHAPTER  LXXIII. 

HOW  TO  SPECULATE  IN  CANNED  FOODS. 

My  advice  is  that  which  was  given  to  the  girl  who  was  about  to 
elope  with  an  undesirable  man,  which  was,  "Don't ! !" 

Speculation  in  canned  foods  has  a  great  many  uncertainties  and 
many  disadvantages.  However,  some  buyers  make  a  profit  by  specu- 
lation and  here  is  about  the  way  they  do  it. 

They  study  the  crop  statistics,  which  one  can  have  sent  to  him 
by  the  Agricultural  Department  at  Washington  free  of  all  charge. 

Information  as  to  the  condition  of  crops  and  other  matters  are 
given  therein. 

They  study  the  canning  statistics,  which  are  compiled  each  year, 
and  then  get  all  the  inside  or  unrecorded  information  possible,  the 
kind  that  is  never  published,  but  which  is  passed  along  by  word  of 
mouth  and  whispered  or  spoken  quietly  as  it  goes  "down  the  line." 

The  speculator  pumps  the  buyers  and  the  brokers  to  learn  about 
the  stocks  of  the  article  which  wholesalers  are  carrying  as  compared 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  199 


with  previous  years,  and  he  enquires  of  salesmen  and  retailers  as  to 
stocks  held  by  retail  dealers. 

He  studies  the  market  of  past  years  and  learns  what  the  course 
of  prices  was.  He  then  studies  the  money  market,  the  conditions  of 
employment,  the  bank  clearings,  the  general  business  outlook  and 
some  other  matters  like  carrying  charges,  storage,  interest,  etc.,  and 
finally  confirms  his  judgment  when  made  by  putting  up  hypothetical 
conditions  to  buyers  whom  he  knows  to  be  wise  and  shrewd  by  sug- 
gesting that  they  buy  the  article  speculatively,  and  listening  to  their 
views  of  approval  or  objection. 

Being  thus  fortified,  he  either  drops  his  intentions  or  wades  boldly 
into  the  deep  waters  of  speculation  and  buys  heavily  for  a  rise. 

CHAPTER  LXXIV. 

SALSIFY  AND  CELERY. 

SALSIFY. 

This  article  sometimes  called  oyster  plant,  is  canned  in  only 
a  limited  way,  and  is  not  really  a  desirable  food  product.  It  is  too 
fibrous  and  tasteless  to  please,  and  has  but  but  little  nutritive  value.  It 
should  be  nicely  peeled,  cans  well  filled  and  cut  up  in  small  pieces. 

CELERY. 

This  article  does  not  can  to  advantage,  though  some  of  it  is 
canned  and  used.  The  processing  by  heat  takes  away  from  it  that 
delightful  crispness  which  is  a  characteristic  of  the  fresh  celery. 

The  manufacture  and  use  of  canned  celery  is  very  limited. 

CHAPTER  LXXV. 

MUSHROOMS. 

This  article  has  been  extensively  grown  and  canned  in  Europe  for 
many,  many  years,  and  most  of  the  canned  mushrooms  are  still  im- 
ported. The  imported  mushrooms  are  brought  here  in  cans  of  about 
16  gross  ounces,  and  the  mushrooms  are  most  carefully  sized  and 
graded.  The  smaller  sizes  are  very  minute  indeed,  running  as  small 
as  200  to  the  can,  and  the  grading  by  buyers  is  usually  by  count  to 
the  can,  rather  than  by  the  French  or  foreign  grading.  Every  particle 
of  the  mushroom  is  used,  even  the  stalks  are  canned  and  graded  as 
"hotel  grade,"  used  for  slicing  and  garnishing. 

The  imported  mushrooms  are  grown  in  caves  or  cellars  and  are 
bleached  white  usually,  though  the  choicest  unbleached,  or  of  about 
a  lemon  color  are  considered  to  be  of  the  best  flavor ;  and  the  smallest 


200  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


are  not  deemed  as  of  as  good  flavor  as  the  medium  sized  or  more  ma- 
ture grade  or  size.  The  mushroom  is  a  fungus  and  is  really  of  but 
little  edible  desirability  as  to  flavor  or  nutritive  value,  though  it  is 
largely  produced  and  consumed. 

In  this  country  but  little  attention  is  given  to  this  article.  None 
scarcely  are  grown  for  canning,  and  all  that  are  produced  are  sold 
in  the  markets  to  consumers. 

There  are  several  wild  species  of  mushrooms  or  fungi  which  look 
like  mushrooms  and  one  or  more  of  the  varieties  are  poisonous.  It 
is  difficult  for  an  unskilled  person  to  tell  the  good  from  the  poisonous 
varieties. 

This  circumstance  has  caused  the  consumption  of  mushrooms  in 
the  United  States  to  remain  very  small,  and  has  retarded  the  culti- 
vation and  production  of  them  in  this  country  for  canning  purposes. 

Imported  mushrooms  in  cans  are  absolutely  free  from  risk,  how- 
ever, as  they  are  not  gathered  wild,  but  are  cultivated  with  great  care 
and  skill  from  seed  that  is  known  to  be  reliable  and  by  people  who 
have  been  trained  to  the  work. 

Points  of  merit  are  uniformity  of  size  in  the  can.  Buttons  are 
regarded  as  more  desirable  than  stems,  and  the  finer  qualities  consist 
of  buttons  from  which  the  stems  have  been  closely  trimmed.  Free- 
dom from  black  or  brown  spots  or  blemishes  or  from  a  brown  color  on 
the  inner  surface  of  the  button  or  top  of  the  mushrooms  of  the  larger 
size,  which  designates  them  as  old  or  too  mature. 

CHAPTER  LXXVI. 

BRUSSELS  SPROUTS,   ENDIVE,  DANDELION  AND  KALE. 
BRUSSELS  SPROUTS. 

Brussels  sprouts  have  been  cultivated  for  centuries  and  gets  the 
name  from  the  city  of  Brussels,  a  city  of  Belgium. 

It  is  a  vegetable  that  is  very  popular  in  Europe,  and  its  popu- 
larity is  growing  in  the  United  States. 

It  is  canned  in  a  very  limited  way  and  is  but  little  known  as  a 
canned  article,  though  it  is  desirable  as  a  canned  vegetable. 

ENDIVE. 

Endive  is  of  several  varieties  or  kinds.  Its  principal  use  is  for 
salads.  There  is  a  long  leaf  kind  and  a  curly  leafed  kind.  The  latter 
is  usually  preferred,  not  alone  on  account  of  the  appearance,  but 
because  of  a  more  decided  flavor,  which  is  rather  bitter  though  not  dis- 
agreeably so.     It  is  canned  in  a  very  limited  way. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  201 


DANDELIONS. 

The  dandelion  plant  is  used  as  a  greens  or  for  salad  and  is  some- 
times put  in  cans  like  spinach,  but  very  infrequently  so. 

KALE. 

This  plant  is  sometimes  called  sea  kale,  and  thrives  best  in  a  light, 
dry  soil,  near  salt  water.  It  is  considered  very  fine  for  greens  and  is 
occasionally  canned.  It  is  more  often  called  or  labeled  spinach  than 
kale. 

CHAPTER  LXXVII. 

OLIVES,  OATMEAL,  SPAGHETTI,  MACARONI,  PLUM  PUD- 
DING, MINCE  MEAT,  CRACKED  WHEAT, 
RICE,  SOUPS. 

OLIVES. 

This  ancient  fruit  is  now  produced  in  many  parts  of  the  world, 
and  is  usually  gathered  green  and  pickled  in  brine  or  in  vinegar.  In 
California  it  is  extensively  grown,  but  California  olives  are  largely 
used  for  making  olive  oil  and  for  canning  when  ripe. 

The  olive  oil  is  pressed  from  ripe  olives  and  canned  ripe  olives 
have  been  very  generally  introduced  throughout  the  United  States 
and  liked  by  many  in  preference  to  the  green  pickled  olives  so  gen- 
erally known  and  used.  Ripe  olives  are  also  imported  in  casks  in 
brine  from  Europe.  Olives  are  largely  preserved  in  glass,  either  in 
brine  or  vinegar  and  the  canning  of  this  fruit  is  still  in  rather  an  unim- 
portant quantity. 

OATMEAL. 

The  canning  of  cooked  oatmeal  has  never  met  with  great  popular 
favor  in  this  country.  It  is  a  most  convenient  preparation  and  the 
process  of  canning  is  well  adapted  to  give  to  oatmeal  that  thorough 
cooking  which  it  requires,  and  the  hermetically  sealing  of  the  product 
preserves  the  freshness  of  flavor  and  moist  consistency  of  cooked  oat- 
meal when  it  is  properly  prepared. 

It  is  usually  put  in  No.  2  and  No.  3  cans  and  sold  at  a  price  which 
admits  of  a  fair  profit  for  both  wholesale  and  retail  dealers.  When 
the  time,  fuel,  wasted  by  scorching,  and  mistakes  in  cooking  are 
taken  into  consideration,  canned  oatmeal  is  much  cheaper  than  un- 
prepared oatmeal  to  the  housewife.  Freedom  from  husks,  black  specks 
and  foreign  substances  of  all  kinds  and  a  good  fairly  firm  consistency 
in  the  can,  just  about  proper,  when  warmed  by  placing  the  can  in  hot 


202  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


water,  to  use  at  once,  without  further  preparation,  are  the  points  of 
excellence. 

SPAGHETTI  AND  MACARONL 

The  canning  of  spaghetti  and  macaroni  has  for  its  support  the 
arguments  and  facts  given  pertaining  to  the  canning  of  oatmeal,  viz. : 
economy,  cleanliness,  proper  cooking  and  preparation,  convenience  and 
superior  flavor  and  methods  of  preparation. 

These  articles  are  usually  prepared  with  tomato  sauce,  seasoned 
and  slightly — very  slightly — with  garlic  or  onion  juice.  Manufacturers 
have  succeeded  in  canning  these  articles  in  a  highly  palatable  way,  and 
they  have  a  strong  advantage  over  home  cooking  in  being  able  to 
buy  the  materials  in  large  quantities  and  in  bulk  so  as  to  make  canned 
spaghetti  and  macaroni  a  cheaper  article  than  the  housewife  can  pro- 
vide from  the  same  materials,  and  a  scientifically  prepared,  cleanly, 
wholesome  and  most  relishable  preparation  ready  to  use  after  being 
warmed  by  putting  the  can  in  hot  water. 

CRACKED  WHEAT. 

This  article  is  prepared  and  canned  similarly  to  oatmeal,  except 
that  it  is  not  so  heavily  processed  and  has  never  attained  the  sale  and 
popularity  canned  oatmeal  has  though  equally  as  deserving. 

CANNED  RICE. 

Prepared  and  cooked  rice  is  canned  plain,  with  tomato  sauce, 
with  sausages  and  in  several  other  styles.  These  preparations  all  have 
that  value  and  economy  of  preparation  which  is  given  to  a  food 
product  by  scientific  methods  and  the  skill  of  trained  chefs. 

The  rice  used  should  be  of  the  best  quality,  and  a  close  inspection 
of  the  canned  product  should  be  made  for  imperfections  or  foreign  sub- 
stances and  for  choice  flavor. 

PLUM  PUDDING. 

This  article  is  canned  in  England  and  in  the  United  States,  but 
in  very  different  styles.  The  English  article  is  made  with  plums  and 
by  an  entirely  different  recipe.  Canned  plum  pudding  in  the  United 
States  is  made  without  plums,  but  raisins  and  citron  are  substituted 
therefor. 

This  article  is  quite  salable  and  popular  and  is  extensively  canned 
and  used.  It  is  packed  in  cans  of  a  conical  pyramidal  shape  so  that 
the  contents  will  slide  out  easily  when  the  can  is  opened  and  the 
cans  are  usually  equipped  with  patent  opening  keys.  Plum  pudding 
so  prepared  is  a  very  rich  desert,  and  a  sauce  to  be  used  with  it  is 
also  canned. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  205 

MINCE  MEAT. 

Mince  meat  is  not  largely  canned,  but  its  convenience  and 
desirability  is  immediately  seen.  There  is  a  great  deal  of  very  cheap 
mince  meat  sold  in  bulk  in  this  country. 

It  is  comprised  of  a  few  raisins,  cloves,  etc.,  a  very  little  chopped 
meat  and  an  overwhelming  quantity  of  chopped  apples. 

There  is,  of  course,  great  quantities  of  fine  mince  meat  sold,  but 
it  usually  comes  in  glass  jars  or  in  tin  cans.  No.  2  and  No.  3. 

Care  should  be  shown  in  handling  mince  meat  in  glass,  as  it 
is  not  a  good  keeper,  and  it  should  be  kept  in  a  cool  place  and  entirely 
away  from  the  light  and  sunshine. 

Canned  mince  meat  is  usually  made  of  the  very  finest  materials. 
The  heavy  falling  off  in  consumption  of  wet  mince  meat  in  the  past 
decade  is  atttributable  to  the  use  of  poor  materials,  and  the  introduc- 
tion of  dry  or  evaporated  mince  meat. 

CHAPTER  LXXVIII. 

CODFISH,  CLAM  CHOWDER,  MACKEREL,  HERRING. 

CANNED  CODFISH. 

Canned  codfish  has  become  quite  popular  in  a  few  years  past  as  a 
substitute  for  the  boneless  salt  codfish  for  many  years  and  still  packed 
in  wood  boxes,  paper  boxes,  etc. 

The  canned  codfish  is  made  of  mild  cured  codfish  and  gives  the 
people  a  most  desirable  article,  not  too  salt  and  not  too  fresh,  but  just 
about  right. 

It  is  carefully  prepared,  being  absolutely  boneless  and  entirely 
free  from  skin  or  any  but  beautiful  solid  white,  flaky  codfish. 

It  has  been  charged  that  other  less  aristocratic  fish  are  used  in 
canned  codfish,  in  fact,  one  prominent  cannery  does  not  label  its 
product  codfish,  but  other  packers  deny  the  charge;  however,  if  it 
is  true,  it  is  a  fact  that  nice  hake  or  haddock  are  about  as  good  as 
codfish,  and  by  some  are  even  preferred. 

Everything  should  be  honestly  labeled  and  sold,  however,  and 
my  investigations  lead  me  to  assert  that  canned  codfish  or  even  canned 
hake  is  far  more  reliable  than  the  various  grades  of  fish  packed  in  open 
boxes,  exposed  to  contamination  and  decay. 


204  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


In  five  years  past,  through  the  judicious  and  persistent  advertising 
by  one  firm,  canned  codfish  has  come  to  be  a  well  knov^n  and  well  liked 
staple  article  of  food.  It  is  entirely  free  from  the  uncleanly  and  un- 
sanitary condition  under  which  the  bulk  or  boxed  boneless  codfish 
is  handled. 

Canned  codfish  may  be  safely  kept  and  used  all  the  year  round, 
which  is  an  advantage  over  the  unsealed  article,  which  cannot  be 
handled  or  safely  used  in  hot  weather. 

CLAM  CHOWDER. 

This  article  could  be  more  consistently  treated  under  the  head  of 
soups,  but  it  has  an  individuality  of  classification  which  seems  to  en- 
title it  to  a  place  apart  from  soups.  It  is  made  from  clams,  the  liquor 
from  the  clam  shells,  various  vegetables,  including  usually  potatoes, 
a  small  quantity  of  onion  and  crackers,  and  is  seasoned  with  pepper, 
salt  and  butter.  The  clams  used  are  the  long  clams  and  they  are 
usually  chopped  and  the  black  part  excluded,  though  this  is  not  always 
done,  but  should  be. 

It  is  usually  packed  and  sold  in  No.  3  cans,  though  it  is  also  put 
in  No.  1,  No.  2  and  No.  10  cans. 

There  is  a  clam  chowder  that  is  packed  in  small  sized  cans  and 
called  condensed,  but  is  can  hardly  be  classed  as  so  desirable  as  that 
which  is  ready  for  immediate  use  without  dilution. 

There  is  a  tendency  on  the  part  of  canners  to  use  the  cheaper 
materials  too  freely  and  be  illiberal  with  the  clams.  In  buying 
it  is  best  to  see  that  a  fairly  generous  proportion  of  clams  is  used  and 
that  the  chowder  is  rich  and  tasty,  rather  than  thin,  insipid  and  watery. 
In  order  to  test  it  a  can  should  be  heated  and  tried,  just  as  it  is  pre- 
pared and  ready  to  go  on  the  table. 

In  fact,  a  buyer  in  selecting  and  testing  canned  food  should 
put  himself  in  the  consumer's  place. 

CANNED  AlACKEREL. 

.  Fresh  mackerel  is  canned  in  the  United  States  in  No.  1  and  No.  2 
-cans.  It  is  canned  in  France  and  elsewhere  of  very  small  sized  fish  in 
sardine  style  cans.  It  is  highly  desirable  and  meretorious  as  a  canned 
article  and  in  the  writer's  opinion  holds  its  freshness  and  flavor  when 
canned  better  than  any  other  fish,  salmon  and  sardines  not  excepted. 

When  it  was  first  put  on  the  market  in  this  country  in  No.  1  and 
No.  2  cans  it  became  immediately  popular  and  there  was  such  a  de- 
mand for  it  that  canners  could  not  supply  it.  Then  the  catch  of  mack- 
erel failed  and  grew  smaller  and  unscrupulous  packers  began  to  put 
herring  in  cans  and  label  them  fresh  mackerel,  bluebacks,  etc.,  etc. 


HOW  TO  BUY  AND  SEI.L  CANNED  FOODS.  205 


This  promptly  killed  the  demand  for  canned  mackerel,  which  goes  to 
show  that  a  lie  and  a  fraud  will  ruin  an  industry  as  well  as  a  repu- 
tation. 

The  canned  herring  was  substituted  for  canned  mackerel  with 
some  success  for  a  few  years,  and  then  the  demand  for  canned  mack- 
erel expired  as  the  people  would  no  longer  buy  the  substitute  or  con- 
sent to  be  deceived. 

Very  little  canned  mackerel  is  now  produced  in  the  United 
States.  It  was  for  a  while  very  extensively  canned  in  No.  1  and  No.  2 
oval-shaped  flat  cans,  and  with  tomato  sauce,  or  mustard  sauce,  but  the 
clutch  of  greed  and  fraud  siezed  this  part  of  the  industry  and  herring 
again  masqueraded  as  mackerel  and  the  people  quit  buying  the 
fraudulent  product. 

Since  the  Pure  Food  and  Labeling  Law  went  into  effect  conditions 
have  changed,  and  the  frauds  are  no  longer  perpetrated,  but  the  harm 
has  been  done,  and  it  will  take  years  to  re-establish  the  demand  for 
canned  mackerel  through  a  restoration  of  public  confidence. 

In  buying  canned  mackerel,  and  in  order  to  know  that  there  is  no 
substitution  or  admixture  of  other  fish  careful  attention  should  be 
given  to  these  points.  The  skin  of  the  mackerel  is  without  perceptible 
scales,  and  is  striped  laterally  or  across  the  fish,  with  dark  stripes,  the 
meat  is  almost  white  and  of  a  solid  texture,  while  the  shape  of  the  fish 
is  heavy  across  the  body  in  front  of  the  dorsal  or  back  fin  and  behind 
the  gills,  tapering  sharply  until  the  circumference  of  the  fish  just  in 
front  of  the  tail  fin  is  very  small  and  round  rather  than  flat. 

CANNED  HERRING. 

This  article  is  extensively  canned  and  in  many  styles  and  shapes 
of  cans.  It  is  not  a  very  desirable  fish  for  canning  purposes  having 
a  flavor  which  is  hard  to  describe  and  not  very  agreeable  to  the 
palate. 

It  is  the  great  food  fish  of  the  ocean,  and  is  furnished  by  nature 
in  countless  numbers.  The  fish  is  used  in  many  parts  of  the  world 
as  a  staple  food  resource.  It  is  largely  used  in  the  manufacture  of 
sardines  on  the  Atlantic  Coast  of  the  United  States,  and  the  herring 
flavor,  combined  with  the  flavor  of  cotton  seed  oil,  makes  a  combina- 
tion which  is  especially  distasteful  to  the  educated  palate. 

Fresh  herring  when  properly  cleaned,  cooked  and  highly  seasoned, 
are  regarded  as  good  eating,  and  smoked  herring  are  popular. 

Canned  herring  in  order  to  be  palatable  must  be  seasoned  with 
mustard  sauce,  tomato  sauce,  or  spiced. 

It  will  be  observed  that  in  all  styles  of  preparation  the  fish,  though 
wholesome  and  nutritious,  must  be  prepared,  viz. :  highly  seasoned, 
smoked  or  with  condiments  in  order  to  divest  it  of  the  "weedy"  flavor 
which  it  possesses. 


^o6  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Many  ocean  fish  seem  to  have  that  same  flavor,  which  is  by  some 
attributed  to  the  phosphorous  which  is  prevalent  in  the  chemical  com- 
position of  fishes  and  is  supposed  to  be  imparted  by  certain  kinds  of 
food  the  fish  consume  at  certain  times  of  the  year,  as  it  has  been  ob- 
served that  there  are  periods  when  or  places  where  such  fish  are  free 
from  the  flavor  mentioned. 

Canned  fresh  herring,  without  preparation,  is  a  very  slow  seller, 
and  as  it  can  no  longer  be  sold  for  mackerel  it  is  suffering  from  the 
fraud  practiced  by  its  friends,  though,  when  properly  prepared,  it  is  a 
good,  cheap  canned  food ;  especially  in  mustard  sauce  or  tomato  sauce. 

The  meat  of  the  herring  is  white  and  firm,  with  red  variations  or 
markings  near  the  vertebra  and  other  bones.  The  flavor  of  the  sauce 
in  which  it  is  packed  is  important,  and  should  be  carefully  inspected. 
Common,  cheap  mustard  or  tomato  pulp  used  in  the  sauce  give  the 
product  an  abominable  and  disgusting  flavor,  instead  of  a  relish,  and 
should  be  guarded  against. 

CHAPTER  LXXIX. 

CANNED  TUNA,  TURTLE,  FISH  ROE. 
CANNED  TUNA. 

The  European  tuna  (or  tunny)  fisheries  are  located  around  the 
shores  of  the  Mediterranean  Sea,  and  are  important  and  productive. 
The  true  tunny,  which  is  a  member  of  the  mackerel  family,  frequents 
the  northern  coast  of  Sicily,  and  extensive  fisheries  are  located  there. 
This  fish,  which  is  pelagic  or  an  inhabitant  of  the  surface  waters  of 
the  ocean  far  from  shore,  at  certain  seasons  of  the  year  approaches  the 
shores,  probably  in  pursuit  of  schools  of  sardines  or  herring,  which 
appear  to  migrate  at  those  times.  The  tunny  grows  to  an  enormous 
size,  sometimes  ten  feet  in  length  and  weighing  a  thousand  pounds. 
The  tunny  is  canned  in  olive  oil  and  is  exported  from  the  Mediteranean 
to  all  parts  of  the  world.  The  flesh  is  very  firm  and  solid,  but  some- 
what dry,  hence  it  is  canned  in  oil  and  is  justly  regarded  as  a  fine 
delicacy. 

This  same  fish  is  found  in  other  waters,  sometimes  on  the  Atlantic 
coast  of  North  America,  but  more  abundantly  on  the  Pacific  coast  of 
the  United  States,  where  it  is  regarded  as  a  grand  game  fish  when 
caught  with  line  and  pole,  but  is  seldom  found  there  weighing  more 
than  four  hundred  pounds,  in  fact,  such  specimens  are  very  rare. 

There  is  another  fish,  however,  of  the  mackerel  species,  known 
as  the  albacore  (tuna)  which  has  come  into  great  popularity  in  the 
past  few  years.  It  is  found  on  the  Pacific  coast  and  is  caught  and 
canned  chiefly  or  altogether  at  present  at  points  in  California  south  of 
San  Francisco.     The  albacore  is  a  beautiful  fish,  trim-shaped  like  a 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  207 


mackerel,  with  enormous  muscular  development  along  the  vertebra  and 
back.  It  is  distinguished  from  the  smaller  sizes  of  tunny  or  tuna  by- 
long  pectoral  fins,  which  fold  along  its  side,  almost  resembling  those 
of  the  flying  fish. 

This  fish  is  caught  usually  by  hand  line  fishing  methods,  and  with 
stout  poles  and  lines,  while  they  are  feeding  upon  the  schools  of  sar- 
dines. They  seldom  approach  very  close  to  shore,  but  are  easily 
caught  with  sardine  bait,  when  a  school  is  found.  They  are  found 
and  caught  from  10  to  80  pounds  in  size,  seldom  or  ever  larger. 

This  fish  is  now  extensively  canned  on  the  Pacific  Coast,  and  is 
processed  in  refined  salad  or  cotton  seed  oil.  The  meat  is  as  white  as 
unspotted  snow  and  the  flavor  of  the  fish  more  resembles  that  of  the 
breast  of  chicken,  though  somewhat  whiter,  than  any  other  article  of 
food.  It  makes  a  superb  salad  and  can  be  prepared  in  many  other 
ways,  and  is  considered  by  many  superior  to  the  breast  of  capon 
chicken,  though  much  cheaper. 

Manufacturers  or  canners  furnish  recipes  in  pamphlet  form  and 
printed  upon  the  can  labels  for  the  preparation  of  this  delicacy,  and 
have  by  other  intelligent  methods  of  advertising  brought  it  into  such 
popularity  that  the  demand  is  constantly  greater  than  the  supply. 

The  preparation  of  this  fish  is  also  conducted  with  great  care,  as 
it  is  drained  entirely  of  blood,  steam  cooked,  cooled,  then  all  the  skin 
and  bones  are  carefully  removed,  and  the  white  meat  packed  into  cans 
sealed  and  processed,  labeled  and  cased. 

CANNED  TURTLE. 

The  great  green  turtle  is  an  inhabitant  of  the  ocean.  They  prefer 
warm  or  tropical  or  semi-tropical  waters  and  can  be  found  in  the 
Atlantic,  the  Gulf  of  Mexico  and,  in  fact,  in  nearly  all  parts  of  the 
world.  They  grow  to  an  enormous  size,  sometimes  weighing  one 
thousand  pounds.  They  are  amphibious,  but  seldom  leave  the  water 
except  to  deposit  their  eggs  in  the  sand,  and  then  only  for  a  short 
distance,  as  they  are  marine  animals  and  are  very  awkward  on  land 
and  almost  helpless  when  assailed  by  an  enemy.  The  favorite  time 
for  capturing  them  is  when  they  at  night  have  crawled  out  upon  the 
sand  to  deposit  their  eggs,  they  are  gregarious,  and  go  in  herds  or 
schools.  Turtle  hunters  turn  them  upon  their  backs  and  they  cannot 
turn  over. 

When  captured  they  are  taken  to  the  canneries,  of  which  there  are 
a  number,  killed,  cleaned,  cooked  and  the  cans  are  filled  with  several 
kinds  of  meat,  selected  from  various  parts  of  the  turtle,  which  animal  is 
said  to  contain  meat,  in  turn,  resembling  fish,  flesh  and  fowl.  The 
gr-en  turtle  is  a  reptile,  is  oviparous  and  herbiverous,  that  is  to  say 
it  produces  its  young  from  eggs  hatched  in  the  sand,  and  it  feeds  upon 
vegetable  substances. 


2o8  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


On  land  it  is  awkward  and  helpless,  but  in  the  water  it  is  quick, 
powerful  and  swift,  consequently,  the  pursuit  of  green  turtles  by  har- 
pooning or  spearing  them  is  a  hazardous  occupation,  and  the  ordinary 
net  or  line  and  hook  will  not  hold  them. 

Soup  made  from  the  meat  of  the  green  turtle  is  regarded  as  a  rare 
delicacy,  and  on  account  of  the  difficulties  attending  its  capture  and 
canning,  the  article  sells  at  a  high  price. 

FISH  ROE. 

The  roe  or  eggs  of  herring  are  canned  extensively,  and  quite  a 
business  is  done  at  points  in  Virginia  and  on  the  Chesapeake  Bay  in 
the  article.  Herring  roe  is  a  by  product  of  the  fisheries  and  as  herring 
approach  the  shores  and  are  most  abundant  in  the  spawning  season, 
the  roe  is  plentiful  and  cheap.  It  is  highly  regard  by  many  as  a  food 
and  delicacy. 

Shad  roe  is  also  canned  to  a  very  limited  extent. 

Of  the  roe  of  the  Sturgeon  canned  caviar  is  made.  It  is  usually 
imported  from  Russia,  but  of  late  has  become  very  expensive  and 
scarce. 


THE  END. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


209 


mf-f 


California 
^  Asparagus 


California 

Asparagus 


is  grown  and  put  up  by 
Libby,  McNeill  &  Libby 
in  the  Sacramento  Val- 
ley, where  climate,  soil  and 
careful  cultivation  produce 
the  finest  asparagus  in  the 
world. 

Libby^s  California 
Fruits 

Peaches 
Pears 

Apricots 
Cherries 

Insist  on  Libby's 
Libby,  M9Neill  &  Libby,  Chicago 


210  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


WE   MAKE 

PERFECT 
LABELS 


Ask  Our  Customers 


THE  CALVERT 
LITHOGRAPHING    CO. 

"THE  MODEL  SHOP" 
DETROIT  -  MICH. 


CHICAGO  OFFICES: 
127  North  Dearborn  Street 
938939-940    Unity   Bldg. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  211 


\Vm.  Penn  Brand 


40  GOOD  THINGS  FOR  THE  TABLE 

Tomatoes  Our  Specialty 
.  .  Quality  Unexcelled  .  . 

PORK  anJ  BEANS  and  RED  KIDNEY 
BEANS 

THE  BEST  TEN  CENT  BEANS  ON  THE  MARKET         C.  M.  HILLIARD 

Gen.    Mgr. 

ALL  GOODS  PACKED  BY  C.  M.  HILLIARD,  ARE  OF 
HIGHEST  POSSIBLE  GRADE 

QUALITY  IS  FIRST  CONSIDERATION 

C.  M.  HILLIARD  CO.,    Butler,  Pa. 


If  you  want  to  please  the  people  who 
appreciate  good  Tomatoes,  sell 

BVNUM    RUN 

AND 

OAK    LEAP 

2  Brands  of  Tomatoes  that  bring 
■'REPEAT"  orders  because  the  Quality  is 
always  dependable.    Sanitary  tins. 

RACKED  IIV  HARPORD  COUNTY  BY 

W.  W.  BRADFORD        =        Belair,  Md. 


212  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


Those  who  buy 

JOAN 

=^OF  = 

ARC 

RED  KIDNEY  BEANS 
Come  back  for  more. 

PACKED     BV 

The  Illinois  Canning  Co.,    Hoopeston,  111. 


C.  S.  STEVENS,  Pres.  W.  L.  STEVENS,  Treas.  F.  M.  STEVENS,  Sec'y. 

STEVENS  BROS. 

Cedarville,  New  Jersey 

ESTABLISHED  1888  INCORPORATED  1908 

CANNERS 

UrVITBD    STATES    CODE 

FACTORIES : 
Cedarville         Cape  May         Goshen         Eldora 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  213 


4(1      A  i^^i:z^c>¥r^n:^99 


— or— 


Labels  on  Canned  Poods 
are  a  guarantee  of  quality 

PACKED  ONLY  BY 

Wisconsin  Pea  Canners  Co. 

MANITOWOC,  WIS. 

PACKERS    OF 

Peas  String  Beans 

Sauer  Kraut  Pork  and  Beans 

Pumpkin  Red  Kidney  Beans 

Hominy  Lima  Beans 

FACTORIES  AT 

Manitowoc  Two  Rivers  Sheboygan 

Reedsville  Amery  Turtle  Lake 

ALL  IN  WISCONSIN 


;i4  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

Fredonia  Preserving  Company 

FREDONIA,  NEW  YORK 

Packers  of  High  Grade  Fruits 
and  Vegetables  in  tin  and  glass. 

OUR    BEST    BRAIVDS: 

BUTTER  NUT  BRIDAL  BELL  WOODBINE 

FREDONIA  BEAUTY     and    GILT    EDGE 

Owning  and  operating  factories  at 
Fredonia  and  Silver  Creek,  Chau- 
tauqua Co.,  Wilson,  Modeltown, 
Newfane,    Niagara    Count}^    N.    Y. 

SAUBS    OPFi'ICES,     FfREDOIVIA,    IV.    V. 

Annual  Outputs  400,000  Gas&s  and  upwards 


WEBSTER-BUTTERFIELD  CO 

IIVCORPORATED 

BALTIMORE,    MD. 


CAININERS    OP 

HIGH  GRADE  FOOD  PRODUCTS 

"WHBSTBR'S  BEST"  BRAIND 
OVSTERS,  HRUITS  and  VEGETABUBS 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  215 

HOLE    AND   CAP 

AND 

SANITARY  CANS 


No  matter  what  style  of  can  is  used  it  is  a 
matter  of  common  business  prudence  to  use 
the  best  made  of  the  desired  type. 

*  *  *  Service  coupled  with  quality  is  an  equal 
consideration. 

Service  means  "a  whole  lot"  embracing  as  it 
does  every  detail  co-incident  with  the  hand- 
ling of  the  business. 

It  means  prompt  shipments — cans  when  you 
want  them. 

Shortest  mileage  to  your  factory— low  freight 
rates  and  quick  time. 

A  proper  personal  consideration  of  needs  be- 
fore and  after  cans  are  delivered. 

It  is  on  the  basis  of  quality  and  service  that 
the  American  Can  Company  solicits  your  busi- 
ness. 

AMERICAN  CAN  COMPANY 

Chicago  IVEW    VORIC  San  Francisco 

Baltimore  Rochester,  N.   Y.  Portland,  Ore. 


i6  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 


TOTAL  PACK  OF  HAWAIIAN         |     1903—         9,800  CASES 
PINEAPPLE  j      1912— L318,000  CASES 


QUA.LrITV     alone     Is    reason 
for  this  wonderful    increase 

The   Thomas    Pineapple    Co. 

HONOLULU,  HAWAII 

Pack  the   following    Brands 

EXTRAS  STANDARDS 

"THOMAS'  BEST"  "PRIDE  OF  HAWAII" 

"HAWAIIAN  FLAG"  "ROYAL  PALM" 

WE    ALSO     PUT        UP 

THOMAS'  PURE  HAWAIIAN    PINEAPPLE  JUICE 

IN     BOTTLES    AND     CAINS 


SINCE  1869 


We  have  been  catering  to  trade  seeking  quality 

Those  WHO  KNOW  and  appreciate   Quality  in 
Canned  Foods  always  specify  McGRATH'S 

Write    for    Current    Rrice     Uist 

THE  H.  J.  McORATH  CO. 

CHAMPION  BRAND  QUALITY   CANNED    FOODS 

BALTIMORE,  MD. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  217 

JOHN  A.  LEE  JOHN  B.   HENDERSON 

LEE  BROKERAGE  COMPANY 

(IVOT    IINC) 

6S7  West  Randolph  St.,  Chicago 


We  are  brokers,  and  dealers,  in  Can= 
ned  Foods  alone  and  do  not  handle  other 
lines  of  goods. 

We  are  specialists  in  the  line  and 
if  your  business  is  not  of  satisfactory  pro- 
portion in  Canned  Foods  write  to  us  and 
we  will  diagnose  your  case  and  prescribe 
for  it. 

If  you  want  to  handle  canners  labels 
we  can  help  3^ou.  If  you  use  your  own 
labels  we  represent  the  canneries  that 
can  supply  you  the  qualities  and  the  uni- 
formity and  reliability  that  is  essential. 


LEE  BROKERAGE  CO 


...INDEX... 


PAGK 

Advance,  or  Future,  Sales 21 

A  Model  Business  Organization 65 

Apparent  Costs  and  Real  Costs d'j 

Apple  Butter  197 

Apple  Sauce 196 

Apples  95 

Apricots   190 

Arbitration  and  Arbitrators 174 

Asparagus  ^ 82 

Beans  and  Pork 105 

Beans,  Lima 70 

Beans,  Red  Kidney 105 

Beans,  Stringless 63 

Beets 107 

Berries no 

Blackberries icx) 

Blueberries .-i  10 

Brokers,  Canners,  Wholesalers — Their  Relation 147 

Brokers'  Usefulness,  Affirmative 36 

Brokers'  Usefulness,  Negative 38 

Brokers — Whom  They  Represent 144 

Brussels  Sprouts .200 

Business  Leaks  and  Stealages 25 

Piuyers  of  Canned  Foods 10 

Canned  Foods — Their  Care 156 

Canned  Foods — Their  History 13 

Canned  Food  Statistics 122 

Canned  Meats  114 

Canners,  Brokers,  Wholesalers — Their  Relation    147 

Cans,  Standard  Sizes 87 

Caring  for  Canned  Foods 156 

Carrots    197 

Cauliflower   .198 

Celery I99 

Cherries    112 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  219 

INDEX— CONTINUED. 

PACK 

Clam  Chowder 204 

Clean,  Economical,  Wholesome 14 

Clams 96 

Codfish   203 

Condensed  Milk 115 

Corn 42 

Costs — Apparent  and  Real , .   67 

Counter  Displays 143 

Crab  Apples 196 

Crabs  119 

Cracked  Wheat 202 

Cranberries  194 

Cucumbers 198 

Currants 193 

Dandelions 201 

Dead  Stock — How  to  Move  It 158 

Displays — Window,  Counter  and  Salesroom 143 

Distribution  185 

Economical,  Clean,  Wholesome 14 

Employment  of  Salesmen 57 

Endive   200 

Established  Sizes  of  Cans 87 

Expense  and  Use  of  Samples 33 

Eigs    195 

Fish  Roe 208 

"Future"  Sales  of  Canned  Foods 21 

Fruit  Butters 197 

General  Information — Unclassified 181 

Gooseberries 1 1 1 

Grapes 120 

Gumbo 116 

Hard  Work  and  Hard  Play 4(> 

Herring 205 

History  of  Canned  Foods 13 

Hominy 102  ■ 

How  to  Regulate  Stocks  and  Purchases 78 


-220  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

INDEX— CONTINUED. 

PACK 

How  to  Route  and  Ship  Canned  Foods 183 

Information — Unclassified 181 

Introducing  Your  Brand  or  Label 150 

Jams 197 

Jellies 197 

Jobbers,  Canners,  Brokers — Their  Relation 147 

Kale  201 

Kidney  Beans — Red 107 

K  raut 103 

Labels — Jobbers'  Name  on 30 

Labels — Packers'  Name  on 28 

Laws — National  and  State  Regarding  Labeling 160 

Leakers,  Swells  and  Rustles 75 

Leaks  and  Stealages  in  Business 25 

Lima  Beans 70 

Links  in  Chain  of  Distribution 185 

Lobster 93 

IvOganberries ig6 

Macaroni 202 

Mackerel 204 

Meats — Canned    , 114- 

Milk — Condensed 115 

Mince  Meat 203 

Moving  Slow  or  Dead  Stock 158 

Mushrooms    199 

Nectarines 192 

Oat  Meal  201 

Okra  116 

Olives  201 

Oysters  97 

Packers'  Labels 28 

Peaches    85 

Fears 92 

Peas   16 

•  Pineapple  89 

Plum  Pudding 202 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  221 

INDEX— CONTINUED. 

PAGE^ 

Plums   113 

Pork  and  Beans 105 

Potatoes — Sweet no 

Private  Labels 30 

Prunes 192 

Pudding,  Plum 202 

Purchase  of  Stock — How  to  Regulate 78 

Pumpkin    104 

Quinces   193 

Raspberries    loi 

Red  Kidney  Beans 107 

Rhubarb    118 

Rice   202 

Roe  of  Fish 208 

Rustics,  Swells  and  Leakers 75 

Salesmen — Employment   of 57 

Salesmen's  Selling  Points 59 

Salesroom,  Counter  and  Window  Displays .  143 

Salmon 50 

Salsify 199 

Samples — Use  and  Expense  of 33 

Sardines   ^2 

Selling  Points  for  Salesmen 59 

Shipping  and  Routing  Canned  Foods 183 

Shrimp 117 

Soups 121 

Spaghetti 202 

Spinach 109 

Speculating  in  Canned  Foods 198 

Squash 104 

Statistics    122 

Stealages  and  Leaks  in  Business 25 

Stocks  and  Purchases — How  to  Regulate 78 

Strawberries  no 

Stringless  Beans (yi^ 

Succotash 191 


222  HOW  TO  BUY  AND  SELL  CANNED  FOODS. 

INDEX— CONTINUED. 

PACK 

Sweet  Potatoes no 

Swells,  Leakers  and  Rustles 75 

The  Buyer '. 10 

The  Label  and  the  Law 160 

Terrapin    207 

Tomatoes 47 

Turnips 197 

Tuna  Fish 206 

Turtle   207 

Use  and  Expense  of  Samples 33 

Usefulness  of  Brokers,  Affirmative 36 

Usefulness  of  Brokers,  Negative 38 

Wholesalers,  Brokers,  Canners — Their  Relation 147 

Wholesome,  Clean,  Economical 14 

Whom  Does  the  Broker  Represent  ? 144 

Window  Displays 143 


TO  KEEP  POSTED 

ON 

CANNED    FOODS 

Read  the  Journal  of  The  Canning^  Industry,  published 
weekly  at  Baltimore,  and  which  will  keep  you  in  touch 
with  market  prices,  conditions,  etc.,  in  an  up-to-the- 
minute  way- 

1914— The  38th  year 

of  continuous  service  to  this  one  industry 

THE  Canning  TRADE 

BALTIMORE  -  MARYLAND 

SUBSCRIPTION  :      $2.00  per  year. 

CANADA— $3.00  per  year. 

FOREIGN- $4.00  per  year. 


HOW  TO  BUY  AND  SELL  CANNED  FOODS.  223 

. . .  ILLUSTRATIONS  . . . 

OPPOSITE   PAGE. 

f uhn  A.  Lee,  the  Author 6 

A  Scene  in  Baltimore 22 

View  at  Canners'  Convention 22 

Ex-Presidents  of  Associations 23 

A  Display  of  Canned  Tomatoes 54 

Scene  in  a  New  York  State  Factory 54 

Booth  at  Minnesota  Canners'  Meeting- 55 

Attractive  Window  Displays 70 

A  Swimming-  Pool  for  Factory  Employees 71 

A  Class  in  Domestic  Science 71 

Outside  and  Inside  Window  Displays  102 

Scenes  in  Meat  Packing  Establishments 103 

A  Novel  Window  and  Neat  Inside 135 

A  Load  of  Salmon  for  the  Canneries   150 

Scene  in  a  New  York  State  Cannery    151 

Sealing  Meat   Cans  Under  Vacuum   151 

Tomato  Label  as  Recommended  by  N.  C.  A 182 

Corn  Label  as  Recommended  by  N.  C.  A 183 


...ADVERTISERS... 

Libby,  McNeill  &  Libby 209 

Calvert  Lithographing  Co 210 

The  C.  M.  Hilliard  Co 211 

W.  W.  Bradford „ 211 

Illinois  Canning  Co 212 

Stevens  Brothers  Co 212 

Wisconsin  Pea  Canners  Co 213 

Fredonia  Preserving  Co 214 

Webster-Butterfield  Co 214 

American  Can  Company 215 

Thomas  Pineapple  Co 216 

The  H.  J.  McGrath  Company 216 

Lee   Brokerage  Company 217 


"OS  BOOK  IS  DUE  01.  THE  r, 

AN  INITIAL  FiNp  «,,  „. 

w"-L  BE  AssEsstn  ^         °^  25  CENTS 


YC  26094 


389423 


/ 
J 


UNIVERSITY  OF  CALIFORNIA  LIBRARY 


